Categories: Front-line Managers
This blog contains content from Chapter 1 of our eBook - Coaching the Coaches: Five Lessons for Training Front-Line Sales Managers. Start from the beginning here. "Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others.” – Jack Welch There’s no harder job in an organization than front-line sales manager, and that’s saying a lot, because there are a lot of hard jobs. In most sales organizations, great performance as a rock star seller correlates with future promotion to a sales management position. But unfortunately, here's how that scenario often plays out in sales.
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Categories: Sales Conversation
Many of our Command of the Message® alumni use the phrase "The Mantra”. The Mantra is a saying that we use to ensure the sales team is aligned to the buyer around their current state, what they're trying to achieve with a solution (Positive Business Outcomes) and what's required to get there (Required Capabilities).
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Categories: Sales Productivity
Well it happened again! I woke up the day after a big sporting event and read the news a little perplexed. The headline read, “Super Bowl draws lowest TV audience in more than a decade”. Another read, “Boring game plus New Orleans rebellion leads to ratings drop”.
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Categories: Sales Negotiation
There's a point as a sales leader when you know you need to make an investment in improving your sales team’s negotiating effectiveness. They see their sales teams routinely facing these negotiating challenges:
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Categories: Sales Process
When salespeople learn methodologies, they can sometimes become overwhelmed by the tactics presented. However, effective processes aren't one-time events, they are executed together in one single selling motion. In our new podcast, John Kaplan breaks down some tips and tricks that help reps layer in new processes in a way that's simple and practical.
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Categories: MEDDICC | Sales Process | Sales Qualification
You've got a sales qualification process in your organization. You feel like it should be making a difference. However, you feel like it still may have room for improvement. We've been there and we've talked to sales leaders just like you who have felt the same way. Here are some areas we encourage them to focus on to ensure their sales qualification process is making a difference.
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