The Common Traits Between Superstar Sales Managers and Superstar Salespeople….Not Many

The Common Traits Between Superstar Sales Managers and Superstar Salespeople….Not Many

In my last article I discussed the fact that most sales managers (82% to be exact) are not effective coaching their salespeople.  Yikes!  That is a big percentage of folks that aren’t good at doing what they need to be doing most of the time.  So why is that?  I think it is because they don’t actually know what they are supposed to be doing.  Let’s face it, the vast majority of sales managers never went to sales manager training school.  They were more than likely a good salesperson who got promoted to that role while their boss crossed his […]

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Sales Managers Need to Spend 50% of Their Time Coaching Salespeople

Sales Managers Need to Spend 50% of Their Time Coaching Salespeople

The role of the sales leader or sales manager has changed. Fully 50% of their role should be coaching now.  Unfortunately according to data from Objective Management Group, 82% of sales managers are not effective sales coaches. Recently we did a full-scale analysis of a sales team that included several sales managers. They are representative of many of the sales teams we analyze. None of them were fully competent as a sales coach and the common problems we found with these managers were:

Not effective handling joint sales calls
Rescuing the salesperson when on joint sales calls
Does not have nor follow a selling […]

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I Would Choose Nick Saban as My Sales Manager Everytime

I Would Choose Nick Saban as My Sales Manager Everytime

So I am shocked that I haven’t read any articles about Nick Saban and his process as the Head Football Coach at the University of Alabama.  He was featured on the CBS program 60 Minutes Nov 3 and I refrained from writing about it because I was certain so many others would.  But they haven’t so I can’t help myself.

Coach Saban is known for his discipline, his fierce attention to detail and his focus on getting all the activity and behavior goals right.  It is commonly known as “The Process”.  He does not focus on the outcome, nor does he […]

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Ineffective Sales Management: What To Do About It, Part Two

Ineffective Sales Management: What To Do About It, Part Two

In Ineffective Sales Management Part One we talked about the fact that a sales manager could be so much more effective growing their salespeople if they would just spend a significant amount of time actually engaged with their salespeople coaching, motivating and holding them accountable to appropriate behaviors.

Easier said than done. Also, I have found that sales managers probably don’t know exactly where they spend their time so they may think they are spending enough time, but in reality are not.

So here is a suggestion for CEO’s and business owners out there: 

First, sit down with your sales managers and communicate where […]

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Ineffective Sales Management: What to Do About It, Part One

At the risk of alienating some of my regular readers who are sales managers, we are going to talk about ineffective sales management today.

 

I recently heard another sales consultant speak and he made a great point about sales management.  He said,

“A sales manager’s job is not to grow sales.  A sales manager’s job is to grow salespeople in quality and quantity.”

I could not agree more.

 

Unfortunately, there are many CEO’s and business owners who ask the sales manager to both sell and manage.  It doesn’t work well.  You get a half-time presence in both roles.  And there are frankly additional reasons […]

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Can Your Salespeople Provide a Disney Experience?

Can Your Salespeople Provide a Disney Experience?

I had the privilege of hearing Doug Lipp present at a recent conference where I was also a speaker.  He is the former Disney University trainer for Disney.  While his message was mostly about customer experience and satisfaction, he made a specific point that resonated with me and applies to sales.

He explained that at Disney World they would train their staff to look at the park from the child’s eye.  They would physically get down on their knees and experience the park the way a child would experience it.  Most companies I work with care about how the customer perceives […]

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People Believe What They Want to Believe…Salespeople Too

People Believe What They Want to Believe…Salespeople Too

I have written a bit about the impact of losing emotional control in the sales process and I talk about it with sales teams, sales managers and CEOs whenever I get the chance.  But, I don’t always feel that everyone understands what I am talking about.  So I have a new illustration.  The recent debacle in Washington DC with the government shutdown and the subsequent panic regarding whether or not the U.S. would default on its debt obligations due to the debt ceiling limit illustrates my point perfectly.  Here’s how.

If you are a Democrat you likely believe that the House […]

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What Football Fans Can Teach Salespeople about Emotional Control

What Football Fans Can Teach Salespeople about Emotional Control

For years, 26 to be exact, I have listened to comments in the football stands as the wife of a football coach, and now
mother of a football player.  Now you might be thinking that the title about emotional control has to do with those fans that lose it and scream and yell at the refs.  But I am talking about another kind of emotional control.  Or lack thereof.  The kind where we take a little bit of information and make assumptions that we know the rest of the story, the intent, the problem, the reason.

Here’s what it sounds like in […]

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Can Peer Audits Improve Sales Effectiveness?

Can Peer Audits Improve Sales Effectiveness?

I had the privilege of speaking at the PERS Summit 2013 a couple weeks ago and heard Josh Garner, president of AvantGuard speak.  He described a process that his company uses to focus on continuous improvement.  They conduct peer audits on a daily basis where peers listen to how they interact with customers and give constructive feedback.

It made me think of how this could be applied in sales.  Of course everything makes me think of how it could be applied in sales.  Anyway, peer audits are easy to conduct in sales if you field an inside sales team.  It’s easy […]

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Sales Coach or Sales Manager?

Sales Coach or Sales Manager?

I had a great conversation with a sales coach recently.  Individual clients hire her to improve their effectiveness, similar to a life coach.  I was curious about her process so she shared with me how she engages with clients.

I was humbled to learn that I had been using the terms sales manager and sales coach interchangeably.  Boy was I wrong.  There is a significant difference.  My analysis is this:  Sales managers tend to tell people what to do and how to do it.  Sales coaches don’t give the answers, they ask the individual what he thinks he could do better, […]

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