Sales Leadership 101 - Mistakes New Sales Managers Need to Avoid

New to sales management and your sales team not performing up to expectations? Maybe it’s time to evaluate your approach to sales coaching. Here are top sales coaching mistakes those new to sales leadership roles need to avoid at all costs.

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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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The 5 Traits Sales Reps Must Possess to Survive a Sales Transformation

Is your sales organization poised to undergo a transformation? Maybe you're moving from a product sale to a solution sale - which now calls for your sales reps to sell into the C-suite of the customer organization and rapidly forge new relationships. Or you might be running a sales organization that has long enjoyed the luxury of product superiority and must now, due to new competition, sell value to win the deal.

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Selling Intelligence at Work: A Case Study

Really, there’s only one thing you must know about your reps - it’s their level of Selling Intelligence. Think “Emotional Intelligence” for selling. This personal story will give you a glimpse into what I’m talking about.

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3 Reasons Your Sales Team Makes Quota (That have nothing to do with hard work)

After months of searching, you think you found him or her… the perfect addition to your sales team. They’re smart, eloquent, and seem to have a great knowledge of your industry.

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