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What It Takes for Your Salespeople to Perform Better: Do They Need Coaching, Training or Both?

Hire the Best - Use for Web applications, emails, etcOne of the challenges of sales management is the constant need to improve your sales team’s performance.  However, when you do invest in their development and they fail to execute on what appears to be the simplest techniques, you say to yourself, “How hard can this be?”  When this happens what it should affirm is that they need additional coaching or training.  The question is which one, coach or training?  The reality is that some of your salespeople need coaching, some need training and some need both. read more

What Do You Want Your Sales Managers To Do?

Hire the Best - Use for Web applications, emails, etc“Hit the numbers!” is how most people respond.

While this is true, it really doesn’t answer the question.  Hitting the numbers is the net effect of what the sales manager does.

Most employees arrive in the sales manager role by continuously being a top revenue producing salesperson. To successfully make the transition from salesperson to sales manager, you have to switch your thinking.  A salesperson creates revenue and a sales manager drives revenue. read more