Coaching “Sherlock the Sales Rep”

Today rather than providing a tip or strategy for the “new crew” in your sales room, let’s look at your omnipresent sales guy that I’ll call Sherlock. Certainly you are thankful for this senior, albeit anal, anchor member of your sales team. Come on, you know who I’m...

What Gets Measured Gets Done

All too often, as a manager or business owner you spend most of your designated sales-related time measuring performance. Realizing that “what gets measured gets done,” you should spend some time measuring your management performance. Most sales managers aren’t held...

Sales Manager or Empowering Coach Part I

Managers know how important it is to get the most from their sales teams, but most don’t really know how to accomplish this. It seems that there are two kinds of leadership; one based on controlling people and another based on empowering people. I probably don’t need...

Salespeople Require Care and Feeding Part 1

Equation Research, in one of their surveys, asked nearly 300 sales managers this question: “How many hours per week do you spend coaching your salespeople?” Survey says… 37% said less than 3 hours 36% said between 3-5 hours 17% said between 5-7 hours Translation: 90%...