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In this episode of Sales Management Mastery, you’ll learn our best technique to coach salespeople so that the busy sales manager can both save time and become a sales coach. This easy-to-use technique will also motivate the sales team in the process.

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Video:

SMM 5 | The Lazy Sales Manager’s Way to Coach Salespeople

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There’s a common misconception that sales managers must be good talkers. Its true that any leadership position requires superb communication skills in which you can clearly articulate your thoughts through the words you use and the way you communicate.

But if you are always talking and never listening, then youre going to have a real hard time leading your sales team…because you’ll never know what really matters to them.

Being a great sales manager is more than just (more…)

The thing with underperformers is that because of their failures to hit quota, they start to have a hard time picturing themselves on top. They know they’re performing way below their peers and like a baseball slugger in a slump, they start to lose confidence.

The real challenge for the sales manager is to help underperforming salespeople stop this destructive thought process. Not easy. But a salesperson whose lost confidence in their abilities cannot possibly perform at the level that’s expected of them.

And this is where the third rule comes in. (more…)

The best, high-performing sales managers are a different breed.

They notice stuff.

They notice what their salespeople are good at…as well as what they’re not so good at. They then leverage the stuff they are good at to coax even greater performance out of their salespeople. They largely minimize the weaknesses.

The average sales managers sees those same weaknesses and thinks that he can fix them. He spends all his time doing just that.

That’s why he’s an average sales manager.

Let’s show an example… (more…)

The third and final myth in this series of blog posts is also one of the most important topics in sales management. It concerns performance. But it is also about change, about trying to move away from an established routine in hopes of discovering something even better. Alas…

Myth #3 – Results must be reinforced for performance to change. (more…)