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3 Exercises to Hone Your Team’s Consultative Selling Skills

criteria for success

As a sales manager, how do you improve your team’s performance? These tactics may improve salesperson productivity if they’re already doing the right things, but selling requires deliberate practice. If you want to make a real difference in sales performance, the key for many salespeople is coaching.

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Get Off Your Butt and Start Coaching Your Reps

Steven Rosen

Sales Managers: Get Off Your Butt and Start Coaching Your Reps In today’s highly competitive sales industry, which has endless analytic tools and virtual interfaces, the role of the sales manager has quietly pivoted to that of a ‘dashboard coach.’

Coaching 156
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Why Generative AI Should Be Part of Your Sales Toolkit

SBI Growth

Let’s see what sales managers can do amidst this revolution to merge the gap between humans and technology. The objective should be to make the change manageable, iterative and practical in a way that generates immediate benefits while minimizing the downsides and risks as the platform and tools evolve.

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9 Things Terribly Wrong With Sales Today: The Sales Tools

A Sales Guy

Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Too much activity management. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. There was no help, no tools to cover your ass.

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What Does it Take to Become a Sales Manager?

Understanding the Sales Force

It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

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Developing Master Sales Coaches

Steven Rosen

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team.

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Are You the Chief Rescue or Chief Revenue Officer?

Steven Rosen

Self-awareness and assertiveness are key skills for holding salespeople accountable. Journaling and self-reflection can help salespeople improve their own selling skills. Holding salespeople accountable can be uncomfortable; many managers would rather avoid these conversations altogether.

Revenue 156