Category Archives: Sales Coaching

Three Things That Will Boost Your Brainstorming Meeting with Reps

By Lisa Gschwandtner As a sales leader, you want to welcome new ideas and innovation. Unfortunately, during meetings, many leaders can’t see past what Douglas Stone and Sheila Heen, coauthors of  Thanks for the Feedback: The Science and Art of … Continue reading

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Six Tips to Enhance Your One-on-One Coaching Meetings with Salespeople

Which of the following statements best describes your opinion, as a sales leader, of one-on-one meetings? They’re the best way to stay connected to salespeople and drive pipeline opportunities forward. They’re a low-value activity and should be skipped when more … Continue reading

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Can Average Sales Performers Ever Be Rock Stars?

By Duncan Lennox Whenever I have conversations with senior executives or CEOs about driving sales performance, there’s a tendency to focus on the “rock stars,” that relatively small group of high performers. Frequently, they are described as “natural salespeople,” good … Continue reading

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Three Feedback Pitfalls to Avoid While Sales Coaching

When providing salespeople with feedback during sales coaching, it’s easy to fall into feedback pitfalls. If you are like most sales managers, you’re probably giving feedback to your team members the same way it was given to you. Yet recent … Continue reading

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Insight for More Excellent Sales Management in 2013

This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic. Either way, we thought it couldn’t hurt to assemble some collective insight for better … Continue reading

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New Sales Conversations Helped Us Regain Our Competitive Edge

Often it’s difficult to realize and accept that changing your business approach could be beneficial or necessary – especially if your company is well-established and an industry leader.
Thanks to changing healthcare regulations and growing … Continue reading

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Managing Sales Team Talent: How to Help Reps at Any Level Sell More

Sales managers can use these four scenarios to better manage their team’s talent and help them sell more.
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