Fundamental #3 – Practices Guiding versus Telling, is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager, offering depth around what each means to me. Catch up here and here. Be it a deal or an opinion,…
Fundamental #2 – Understands the key behaviors to successful selling and how to coach others, is part of our series, The Making of a Highly Effective Sales Manager I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager, offering depth around what each means to me. You can catch up…
Fundamental #1 – Build Trust and Teamwork, is part of our series, The Making of a Highly Effective Sales Manager The best avenue toward another person having trust in you is for you to trust them. If you already struggle with trusting others, this will be an exercise that feels more personal than team-oriented. And…
We can probably all agree that a great sales manager is one whose team consistently reaches or exceeds its revenue goals. Conversely, not-so-great managers may rely on their star performers or feel compelled to close business themselves, leading to more inconsistent results. Why do some managers have repeated success at reaching goal, while others repeatedly…
We’ve reached the final post in our series on 2019 CommercialTribe Coach customer QBRs. If you need to catch up, here’s where we’ve been so far: Part 1: Why customers implement Coach across their sales teams Part 2: Results from using Coach for 90 days Based on the assessments managers populated in Coach, we now…
In my last post, I introduced this series as an opportunity to share insights from our 2019 Customer QBRs. Read that first to see if your mindset around sales coaching is in line with that of our customers. Retrospectives can be hard but important. Our goal is to help each customer make better decisions about…
Q2 is an important time to take stock on your plan for the year. With Q1 in the books, there’s a data set you can look at objectively to understand whether or not the adjustments you made going into the new year are working. If not, you need to pivot now, because tweaking in the…
This is the third article of a three-part series on sales manager productivity. Before reading on, catch up on Part 1 and Part 2: Part 1: Where and why most organizations don’t actually know who their B and C sales managers are, and the hidden cost they bring to organizational performance Part 2: How to…
This is the second article of a three-part series on sales manager productivity. In Part I, I shared where and why most organizations don’t actually know who their B and C sales managers are, and illuminated the hidden cost they bring to organizational performance. Coaching Is Every Sales Manager’s Power Play Let’s define the…
Google “sales rep productivity” and you’ll find no shortage of information. I’ll save you the effort: It’s all about the numbers: How many calls, how many opportunities created, how many deals won, average selling price, etc. But what about the sales manager? What do we do to make sure we’re enabling them to be productive…