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leadership skills

Coaching for More Effective Sales Presentation Skills

In addition to following the basic principles of not presenting too early and ensuring that the presentation is delivered as one component of an effective professional sales process, there are four steps sales professionals can follow to ensure more effective presentations.

Read Time: 5 Minutes

Sales Leaders, Connect the Dots! How Motivation Plays into Goal Setting in 2019

All too often, what holds salespeople back in terms of reaching their potential is not a missing sales skill or an improperly applied technique. More often than managers like to imagine, the problem is a failure of leadership.

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One Reason Sales Leaders Fail as Coaches

There is much research proving that proper sales coaching can lift your sales 20% or more. Not only does coaching increase revenues, it also builds a culture of self-sufficiency, growth, and retention.

Read Time: 4 Minutes

5 Ways to Motivate Your Salespeople

If I asked a group of sales leaders, what motivates their salespeople, money is going to come up more often than not. And yes, money is important as it does pay the bills. And for some, money can be used as a scorecard. But are true high performers only motivated by money?

Read Time: 3 Minutes

Prepping Your Team for Change in 2019

January is coming. As a leader, this may mean the implementation of strategically necessary change initiatives that affect the sales team in 2019, such as the restructuring of territories or the revision of the team comp plan.

How to Provide Constructive Feedback for All Performance Levels

With Q4 upon us, it makes sense to start thinking carefully about what has worked – and what could be improved – in your prospecting plan this year. Here are three ideas to consider that have helped salespeople we’ve worked with to create better “cookbooks” (daily and weekly action plans) for effective prospecting. You may want to consider adopting all three of them as this year closes … and as the next year approaches.

Leading with Kindness: Building Mutually Respectful Relationships with Your Team

People will work much, much harder for their own reasons than they will ever work for your reasons. You, as a manager, have an obligation to find out exactly what those reasons are. And the very best way to do that is by leading with kindness.

Leadership

If you want a better team, become a better manager. Dave Mattson, President and CEO of Sandler Training interview John Rosso, Sandler author and David H. Sandler award-winner, about effective sales leadership. What are the roles of a good leader?

Why Invest in Success Coaching?

Sales coaching is a formal process that uses one-on-one meetings to help salespeople achieve new levels of success by discovering hidden issues that inhibit their performance. Contrary to popular belief and practice, effective sales coaching is not “showing them how to do it.”

4 Benefits of Investing in Employee Development

Communication is important to a growing business and sales team, but that’s only part of the equation. Employee development is another key aspect for continued growth and success. While this topic is often incorporated into business plans, it’s commonly overlooked and bypassed in pursuit of other priorities. Below are four reasons why employee development should be at the top of the list.