Sales Coaching Tips to Help Reps Manage Angry Customers

When salespeople bring frustrations over a “difficult” customer to sales management, it can put them in a catch 22. On one hand, every sales manager that moved up through the ranks of a sales organization has dealt with their fair share of angry customers and has empathy for the salesperson’s situation.

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Know This? Then You Know If They Will Make Quota

Would you lend a total stranger $114,000 based solely on a few brief meetings and chats with connections of their choosing? Of course not. However, if you are in sales management- you have probably done just that.

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Is Your Sales Coaching to Blame- Or Is It Really The Rep?

When you pour your time and energy into a rep and their mediocre level of sales performance won’t budge- do negative thoughts about your own ability to sales coach effectively creep in? Those negative thoughts might have a valid point- or they may need to be banished from your mind.

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Why its Tough to Lead Millennials to Better Sales Performance

We old folks (those of us who were born before 1982) tend to be perplexed about Millennials - they're fun and quirky, but self-absorbed. Smart, but dreamers. They have ADHD to an extreme. They're idealists who also have an unfounded sense of entitlement. The only thing they really know how to do is play MMOGs (massively multi-player online games), take selfies and make and videos they post on Instagram - mostly of themselves, and amass Facebook friends. .

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How Sales Assessments Can Reveal Your Team's Hidden Top Performers

Harvard Business Review found that sales managers often waste their time focusing attention on the wrong reps. Management chooses to “engage with poor reps because they feel they must in order to meet territory goals, and they work with their best reps because, well, it’s fun.” Unfortunately, these two populations that get the most management time are the least likely to be affected by sales coaching.

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How Top Teams Spend Their Sales Training, and Planning Tech Budgets...

Think your sales organization has to invest big budget into sales training to perform like the best sales teams in the world?

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