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I have a challenge for you. The next time you’re talking with your salespeople, ask them to describe the steps of your company’s sales process. Chances are, most of them will have an answer. Then ask, “What are the steps of a customer’s buying process?” If your company is like many others, the odds [...]

The post Sales Coaching Tips: Building a More Customer-Focused Sales Team appeared first on TopLine Leadership.

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The goal I am championing includes re purposing one-on-one reviews with sales team members so they become a consistent, reliable component of a sales management system. When used this way, a monthly 1-on-1 turns into a developmental coaching conversation.

The post Maximize the Impact of 1-on-1s with Sales Team Members appeared first on TopLine Leadership.

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A common complaint I hear from sales managers is that their sales reps are stuck selling to low-level decision makers: supervisors, purchasing agents, clerks. People at those levels are often concerned only about price. Coaching sales reps to reach higher-level decision makers will make closing the sale more attainable

The post Coaching Sales Reps to Reach Higher-Level Decision Makers appeared first on TopLine Leadership.

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A common complaint I hear from sales managers is that their sales reps are stuck selling to low-level decision makers: supervisors, purchasing agents, clerks. People at those levels are often concerned only about price, and they treat your offerings as commodities. To break out of that trap, you need to your help your sales reps learn how to reach higher-level decision makers. If your reps can help those higher-level people appreciate the full value of your offerings, price becomes less of a factor in the decision. Here are three things all sales managers should work on with their sales reps:

The post Helping Sales Reps Reach Higher-Level Decision Makers appeared first on TopLine Leadership.

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Matt McDarby has written an outstanding book that every sales manager – and those who manager sales managers – should read. The book includes many real-life examples of leading companies that have refocused their sales managers toward a new, early stage and value-creating operating system.

The post Book Review for “The Cadence of Excellence” by Matt McDarby appeared first on TopLine Leadership.

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Successful sales managers do not tolerate mediocrity. They set clear performance standards for salespeople, and then effectively apply those standards to correct poor sales performance. Unsuccessful sales managers and successful sales managers are different in one important way: when unsuccessful managers become aware of poor sales rep performance, they take no action. By doing nothing managers [...]

The post Three Essentials for Correcting Poor Sales Rep Performance appeared first on TopLine Leadership.

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I recently ran across an article in Forbes from January 2016 called “15 Surprising Things Productive People Do Differently.” It was written by Kevin Kruse, based on 200 interviews he’d done with what he called “ultra-productive” people, including famous billionaires and business leaders.

The post Two Surprising Ways Sales Managers Can Become More Productive appeared first on TopLine Leadership.

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This blog is part of TopLine Leadership’s series called Sales Coaching 101. On the first Tuesday of every month, we’ll cover a fundamental skill that helps sales managers interact more effectively with their sales reps. __________________________________ One of my mantras when working with sales managers is “prescription without diagnosis is malpractice.” And diagnosis takes observation. [...]

The post How To Become A Better Observer of Sales Rep Performance appeared first on TopLine Leadership.

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For the past 20-plus years, I’ve made it a habit to ask sales managers, “What is the biggest challenge you face in becoming the best you can be?” The answer is always the same: not enough time.

The post The #1 Obstacle Sales Managers Face & How To Overcome It appeared first on TopLine Leadership.

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Sales managers can learn to treat every interaction with a sales rep as an opportunity to provide better coaching and understand where the gaps are in their understanding or skill set.

The post Every Conversation With a Rep Is a Coaching Opportunity appeared first on TopLine Leadership.

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