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AboutThe Selling Power Sales Leadership Blog showcases insights, ideas, advice about issues related to B2B sales and marketing. Posts are written by top-level sales and marketing leaders across all industries. The blog is run by the editors of Selling Power magazine and SellingPower.com. If you're interested in contributing, email firstname.lastname@example.org for details.
Category Archives: Sales Coaching
By Kevin Higgins Providing feedback to your team is a critical sales coaching discipline that must be delivered the right way to create an engaged and motivated team. In a recent survey of North American sales leaders, we at DoubleDigit … Continue reading
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
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
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
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
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
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
Sales managers can use these four scenarios to better manage their team’s talent and help them sell more.