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leadership skills

REINFORCEMENT: THE KEY TO LEADERSHIP IN SALES COACHING 

One of the things I talk about often with sales leaders who are eager to maximize their team’s performance is the principle of reinforcement. All too often, we think of training for salespeople as a one-and-done initiative, as something we can check off a list once the "training" event is over and consider finished. Actually, the training we have invested in is next to worthless if it is not reinforced over time, incorporated as a personal priority, and made an ongoing topic for discussion within a personalized sales coaching plan. Reinforcement is thus one of the neglected secrets of effective sales leadership.

Read Time: 2 Minutes 

How to Succeed at Leading a Great Sales Meeting [Podcast]

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 12 Minutes

Five Things to Cover During One-on-One Sales Meetings

Many managers are surprised to hear us suggest that it’s important to meet one-on-one with every salesperson on staff at least every other week. Some even say it’s impossible! But it’s not. If you keep the meetings brief  ... if you think of these interactions as check-ins rather than as opportunities to “fix” people …

Read Time: 4 Minutes

SALES COACH OR SALES MANAGER?

It's common for people to mistake sales management for sales coaching. In fact, these are two very different roles. The table highlights some of the most notable differences.

Read Time: 5 Minutes

The Leadership Blind Spot That Keeps You From Building a Bulletproof Business

I’m often asked to identify a single “blind spot” that keeps leaders from growing their businesses aggressively. There are actually a number of these … but one that’s particularly common is the failure to collect best practices and assemble them in a regularly updated “playbook.”

Read Time: 6 Minutes

Three Ways to Improve Your Time Management When Leading a Large Team

At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when it comes to time management? Here are three to consider.

Read Time: 5 Minutes

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.

Read Time: 5 Minutes

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