7 Steps to Sales Management Coaching, Part 2

Posted on January 3, 2012 by Ralph

sales management Christmas ornament In the last sales management training post, I left you hanging like a cheap ornament on a Christmas tree (which I just took down yesterday and still have pine needles all over my living room)…

The truth is I was catching a plane back East and I just ran out of time to get all 7 steps into the first post.

Then Christmas came, then New Years….

Enough of the excuses, here are the rest of the 7 steps to sales management coaching here.

This is a great way to start off the New Year and really get some momentum going in 2012.

And it all starts with good solid sales management coaching.

As you may recall from our previous post, the first three steps to effective sales management coaching Continue reading →

Seven Steps to Effective Sales Management Coaching, Part 1

Posted on December 16, 2011 by Ralph

seven sales management coaching It’s a tragedy that sales management coaching is the most underutilized skill in the sales manager’s bag of tricks.

The even greater tragedy is that if sales managers did actually take the time to coach their salespeople, and did it right, the effectiveness of those salespeople would quickly improve.

In survey after survey done with thousands of sales managers from around the world, “lack of time” consistently comes up as the number one reason why sales managers don’t coach their salespeople.

In those same surveys, the second reason why sales managers don’t sales coach is that when they’re pushed on how to actually coach their sales teams, the majority have very little idea how to do it.

This is largely because they have never received any formalized sales management training on coaching.

The Sales Management Coaching Dilemma

So how does a sales manager make time for sales coaching and do it effectively at the same time? Continue reading →

Sales Management Training | The 5 Biggest Sales Management Mistakes

Posted on December 1, 2011 by Ralph

sales management mistakes Last year, in a very non sales management training related move, we made the decision to leave home, travel cross country for a year and homeschool our two grade school boys.

We figured that instead of paying the $20,000+ per year to pay for the to go to a perfectly nice private school on Cape Cod, we’d save that money, indulge in our passion for travel and see the country instead.

So as part of that, we decided we would take our kids out of school for a year and home school them along the way…even though neither of us are teachers.

Sales Management Training and Homeschooling

All summer long, as we visited National Parks, new cities and had a real good time, we knew September and “back to school” would soon arrive. Both my wife and I work from home so we figured with the kids the ages they were, now was the time to do it before they (or we) got too old.

The real difference for me was when September rolled around…back to school time.

Uh oh.

As the guy who used to be a sales management professional in the medical and other health related industries, Continue reading →

Sales Management Training Goals for Coaching Sales Reps

Posted on June 26, 2011 by Ralph

One kind of sales management training gets cast aside more than any other is sales coaching, even though it may be the most important of all.

The reason is that sales managers have a lot on their plates. And sales coaching is one of those things that just gets tossed by the wayside for one reason and one reason only:

Sales managers simply don’t have time to coach their salespeople.

Even though “coaching moments” come to sales managers every day and the opportunity to improve sales productivity as well as that of your sales force is clearly there for the taking. But first, lets be first clear on why sales coaching is so important and most importantly, if you’re going to take the time to learn the sales management training concepts included in great sales coaching, you first need to know what your actual goals of coaching your sales reps.

In this sales management training, we will Continue reading →

SMM 26 | 6 Killer Tips To Get Promoted to Sales Management in 2011!

Posted on January 19, 2011 by ralphburns

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Wanna get promoted?

If you’re a salesperson, chances are pretty good that you do.

If you’re a sales manager, business owner or sales management executive, you probably have plenty of sales reps who want to move forward in their careers and join the ranks of management.

Of course, for many sales reps, being a sales manager looks easy.

All you do is just tell your reps what to do and you then sit back and wait for the cash to roll in, right?

Not exactly a realistic vision…

Let’s put it this way: if you want to get promoted into sales management, you need to do some homework first. And in this episode, we give you 6 killer tips to help you get there.

And if you’re NOT a salesperson, but have someone on your sales team bucking for a promotion, then this episode will be equally helpful for you as well.

Of course you first need to assess as to whether or not they are “management material”…but even so, if they’re not now, they could be with a little mentoring and coaching from you.

For both groups, we give you the first 6 steps here.

Now…if you or your company is seriously interested in learning “How to Motivate Your Sales Team, Get More Sales and Lead Your Sales Team to Sales Superstardom”, contact us directly at info@salesmanagementmastery.com for more information on our live sales management training seminars and workshops.

CLICK HERE to get immediate FREE access to your choice of sales management training at The Sales Management Mastery Academy. Get your own free sales manager training course – you can actually choose which one you want.

Courses include: “How to Motivate Your Sales Team to Peak Performance”, “How to Lead Your Sales Reps to Sales Stardom”, “How to Turn Around Your Underperformers in 30 Days” and “How To Hire A Sales Superstar”…plus you’ll get dozens of free tools and resources to turn sales managers into top-performing sales managers. Get it today.

Video:

SMM 26 | 6 Killer Tips To Get Promoted to Sales Management in 2011!

Transcripts:

SMM 26 | 6 Killer Tips To Get Promoted to Sales Management in 2011!

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