Categories: Front-line Managers | Sales Coaching Tools
One of the key ways sales leaders can improve sales performance is by helping their managers coach their teams. Ensure your managers are spending the right amount of time coaching the right people all while taking into account their skills and level of motivation. A Skill/Will matrix can help your front-line sales managers account for differences on their team and coach individuals to success. We cover this matrix and how to use it in a special series on The Audible-Ready Sales Podcast.
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Categories: Front-line Managers | Sales Coaching Tools | Sales Leadership | Sales Process
Maintaining rep productivity is one of the top focus areas for the sales leaders right now. The most effective sales teams are the ones who are keeping focus on their buyer and executing a plan that's setting them up for success when business opens again. We've written a lot about productivity over the years. So, we're pulling together our top content resources for maintaining productivity.
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Categories: Front-line Managers
I was at the airport when I learned about the death of Jack Welch. The former Chairman and CEO of GE died Monday at the age of 84. As I boarded my plane that was taking me to meetings for my own company, I reflected on the impact his books Straight from the Gut and Winning had on my early business thinking.
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Categories: Front-line Managers
Developing effective feedback skills is an important component of being an effective leader. How can you coach your teams to success if you don't possess the ability to provide feedback in a way that's constructive and actionable. Below are some of our most often used resources for front-line managers on giving effective feedback.
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Categories: Front-line Managers | Sales Leadership | Sales Productivity
How important are front-line sales leaders to the execution of your sales initiatives? Absolutely critical. Of course, it sounds like common sense when you say it, but many companies still don’t understand how to support their front-line managers in a way that truly supports success.
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Categories: Front-line Managers | Sales Conversation
If your growth model has you moving from a point solution to a platform solution, it's likely you are assessing how well your sales organization is enabled to execute this new type of sale. It's a trend we see frequently with the high-tech companies with which we work. The decision to create and sell a broader solution has its benefits, but without enabling your sales teams to sell that new functionality, the decision will never realize its potential. Don't simply train your sales teams on the features and functions of your platform, rather equip them with how to sell the value of the holistic solution broader and deeper in the prospect organizations. It's about articulating value and differentiation, but it's also necessary to define the sales process and qualification method that will enable your reps to effectively maneuver through more complex sales.
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