Category Archives: Sales Coaching

Effective Sales Management by Leveraging High Value Activities Last month whilst I was doing a sales team productivity audit for a large multinational account, in my feedback report I quoted an old CSO Insights report wherein author Jim Dickie from CSO Insights, wrote, “In the absence of proactive sales management, reps will actively reside in their comfort zones”. The report called for me to lay out a 6month sales productivity improvement plan. As a key part of that plan I laid out the following high leverage activities that my client’s sales management team needed to adopt.

What Sales Management Can Learn From Google I came across this fascinating New York Times article mid last month all about Google’s quest to build a better boss. In early 2009, statisticians inside the Google embarked on a plan code-named Project Oxygen. Their mission was to devise something far more important to the future of Google Inc. than its next search algorithm or app. They wanted to build better bosses.

Why Don’t We Implement What We Learn? • So why is it that we don’t implement good ideas? • Why is it that we will attend a workshop, read a book or an article, listen to an audio series, get inspired to change, and yet not implement what we learn? • What stops us from applying methods and processes that would increase, our sales, especially when we need to capture all we can?

Sales Coaches, Help Your Sales Team Change Their Definition of Winning For most salespeople selling is a zero sum game. In other words, if I get the appointment, I win! Whereas, if I don’t I lose! If I get the sale I win, If I don’t I lose! Winning at sales for many salespeople is far too black and white. The problem with this way of competing is that one is always bound to lose far more than win. And pretty soon after a whole bunch of losses, one’s self talk begins the negative downward spiral. Pretty soon we are … Read more