Category Archives: Leadership

How to Manage Sales People: Activity Based Management vs Results Based Management

By Jim Keenan (Forbes.com)

Activity based management and results based management are two methods for coaching salespeople. There is not a right or wrong method, but there are pros and cons to both. Keep reading to find out which method will work best for you and your sales team.

How to Manage Sales People: Activity Based Management vs Results Based Management

sales coaching method

7 Tips for Coaching Top Sales Reps

By Richard Ruff (salestrainingconnection.com)

Sales coaching is not simply about fixing what is right and wrong. It should be more about helping sales reps leverage their strengths and improve their weaknesses. Keep reading to learn 7 tips for coaching top sales reps to help them become even more successful.

7 Tips for Coaching Top Sales Reps

sales coaching

When It Comes to Customer Face-time, Are You Your Team’s Own Worst Enemy?

By Rachel Cavallo (Symmetrics Group)

Where are you asking your sales reps to spend their time? If you are asking them to spend more time pulling reports and attending unnecessary meetings, than spending time with customers, then you have might have a problem. Find out if your sales reps are bogged down by unnecessary tasks and what you can do to change this.

When It Comes to Customer Face-time, Are You Your Team’s Own Worst Enemy?

customer face time

7 Characteristics of the Most Successful Salespeople

By Lisa Rose (The Brooks Group)

It’s easy to define a successful salesperson by whether they’re meeting quota or how often they’re prospecting. But what about characteristics that aren’t numbers related? Keep reading to learn about 7 characteristics that top performers exhibit that help them achieve their success.

7 Characteristics of the Most Successful Salespeople

CharacteristicsSuccessfulSalespeople

The 5 Most Important LinkedIn Features You Aren’t Using Correctly

By William Arruda (Forbes)

LinkedIn has changed a lot since it first debuted in 2003. Make sure your profile and the way you use LinkedIn are up-to-date. Learn what 5 important features most executives aren’t using correctly, or aren’t even using at all.

The 5 Most Important LinkedIn Features You Aren’t Using Correctly

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Coaching Sales Strategy – 4 Tips for Sales Managers

By Richard Ruff (Business 2 Community) 

A talented salesperson’s success can often be traced back to great coaching on strategic sales.  Learn 4 tips for coaching sales strategy to your reps and help them become even more successful.

Coaching Sales Strategy – 4 Tips for Sales Managers

coaching sales strategy