This post originally appeared here in the Training Industry blog. Training sales managers to coach is a hot topic—and for good reason. According to the Sales Executive Council, average sales performance is 19 percent higher for teams whose sales managers are deemed effective coaches than for teams whose managers are rated as ineffective. That’s a […]
Explore moreI have a quick question for you… How confident are you that you will hit your revenue target by the end of the year? 100%? 50%? 0%? When I ask this question of sales leaders, the answers I receive tend to fall somewhere in between 100% and 0%. Obviously, certain failure is not a common […]
Explore moreThis post originally appeared here in the Sales Management Association blog. How happy are you with the accuracy of your company’s sales forecasts? If you are like most sales leaders, you may feel that there is a little room for improvement. Or, if we are being completely honest, maybe a lot of room for improvement. […]
Explore moreIf you want sales coaching to take root in your organization, it has to align with the real-world priorities of sales managers. So what is the top priority for a sales manager? Hitting the sales numbers is king, of course! When coaching is connected to goals and objectives, sales managers will naturally make it a […]
Explore moreOur research-driven, evidence-based approach equips your team to understand unique buying situations and implement effective sales strategies to succeed.
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