23 Nov 2018

[vc_row][vc_column][vc_column_text]Sales review meetings are key activity among sales teams. In these meetings, it is a great opportunity for sales managers to guide sales reps to find their area of weakness and show them opportunities to improve. Instead, the majority of sales review meetings leave a bad memory for sales executives. That is because sales managers use these meetings t...

22 Oct 2018

Do this instead of buffalo leadership
One of popular analogy being used in leadership is buffalo leadership vs geese leadership. Let us understand how this applies to sales management and sales leadership roles. One of the biggest challenges for being manager or leader is how to make his team members think and own responsibility on their own. This is not easier for many. Most companies have developed a system to identify ...

02 Oct 2018

Make sales leaders sales champions with sales coaching
In the article, 10 characteristics of super coach we shared what are the 10 characteristics of a sales coach. In this article, we will focus on addressing some of the common misconceptions around coaching. Before that, let us understand again why coaching is important Why Sales Coaching? One of the key difference with respect to high performing organization vs average org...

10 May 2018

[vc_row][vc_column][vc_column_text] [/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][vc_column_text] Selling is not easy! The market keeps changing with many changing factors like entry of new competitors, demands of customers, new product launches, sales team attrition etc. Salespeople must constantly upgrade themselves to the changing needs. Hence, Organizations make continu...

16 Feb 2018

Sales coaching characteristics for managers
Can sales manager be good in sales coaching? Sales Coaching skills is becoming a common requirement for senior sales manager role. Why not, coaching is the most effective way to help people get the results. Whether you are a sales head or business owner, applying sales coaching skills in your working will produce tremendous results. Reality is, as sales manager role, it is easy to ad...

13 Nov 2017

Consultative selling for B2B Sales
There is ample research shows that salespeople struggle to reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. Without a well-defined process, a sales calls are left to luck and grim consequences – lost sales, long sell cycles, less revenue, and lower margins and there is no clear path to improvement. Bottom line: Your entire...