February 23, 2016 Michelle Vazzana

The Anatomy of an Effecive Sales Coaching Conversation

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 […]

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February 15, 2016 Adam Norton

3 Critical Questions Every Sales Manager Must Answer

I 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 […]

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February 3, 2016 Adam Norton

6 Skills Necessary to Take Charge of Sales Forecasting Accuracy

This 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. […]

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February 3, 2016 Michelle Vazzana

Connecting the Dots: Sales Coaching Leads to Quota

If 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 […]

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