Sales Management | Sales Coaching

By: David Jacoby
November 2nd, 2022

For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn.

Sales Training | Sales Coaching

By: Norman Behar
August 25th, 2022

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching is that it can be personalized to the individual needs of each member of the sales team. As an example, a new member of the sales team may need help with prospecting and call planning skills, while a more tenured member of the team may require help with strategic account management.

Sales Coaching | Managing Performance

By: Ray Makela
June 15th, 2022

Are you a sales leader looking to improve your team’s performance and grow sales numbers? 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

By: David Jacoby
May 22nd, 2022

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

By: Norman Behar
May 6th, 2022

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

By: David Jacoby
April 30th, 2022

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.