Sales Coaching | Managing Performance

Are you a sales leader looking to improve your sales team’s performance? Most sales leaders would say yes – they are on a never-ending quest to improve the sales process, sharpen their team’s selling skills, and close more business.

Selling Skills | Sales Coaching

Hybrid work is here to stay, and the new normal for sales professionals has become more apparent. Gone are the days when salespeople were road warriors traveling to meet each customer. Now, a typical day may include a full day of back-to-back Zoom sales calls. Today’s modern sellers must be proficient in face-to-face and virtual selling. So what top sales skills are the most important for today’s modern seller?

Sales Coaching | Sales Leadership

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus their responsibilities on selling as opposed to managing their sales teams.

Sales Coaching | Sales Leadership

Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Right? Wrong. Research suggests that the average sales leader’s tenure is less than two years, much shorter than the average tenures of most other management positions.

Selling Skills | Building Relationships | Sales Coaching

Targeting and gaining access to key executives is challenging, yet we’ve all been told we need to do it in order to be more strategic and sell larger deals.

Sales Coaching | Sales Leadership

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires multiple management styles. For example, one day you could be on ride-alongs coaching your reps, the next day, working on new territory plans for your team. So if you don't want to struggle in your role, here are seven management styles you must adopt to be successful.