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Are you setting your new sales hire up to fail?

Imagine if your teenager was taught to drive by spending only a week or two watching training videos and sitting in the passenger seat watching you and others drive. Would you want them driving you across the country? Or even just across town in...

What a failed sales hire really costs and how to reduce the risks

It is pretty normal at the beginning of the year for many companies to start hiring salespeople, or to at least start thinking about hiring. When I ask VP of Sales and CEOs what their ideal salesperson is like and what they will need to...

80% of a Sales Manager's Time Should Be Spent on 4 Things

One of the salespeople we have been coaching asked, “Could I be a good sales manager? It seems like a thankless job of being pulled into many directions at once. I can’t say that there is any one at my company that I would want to be like…”

Are you expecting too much from salespeople and managers?

Last week, my husband asked me to teach him how to play piano. The extent of his piano skills was playing with one finger the Miami Vice theme song. Showing him how to play reminded me how I first started and also how many sales people and managers...

4 Toxic Sales Leadership Practices that Kill Revenue

First thing on Monday morning one of our inside sales clients, let’s call him Scott, told us that their manager insisted that they send a proposal to all the opportunities in their pipeline that “might possibly close this month.” Didn’t matter what...

Your Sales Leaders: Problem or Solution?

Yesterday was the beginning of 4Q16 (the beginning of the end), and I got up early to make sure I had time for plenty of coffee, yoga and reflection before I started the day with 90 minutes of back to back coaching calls at 8am. It`s not very often...

Should sales managers still sell?

This is a question that came up several times last week and twice this week already. First was from a current client who is a salesperson at a small but growth focused technology company. Like many other small and growing companies, there is a small...

Should sales managers coach?

This post has been sitting in draft for a few weeks because for me, there is no easy answer. When I heard Chris Beall, the CEO from Connect and Sell say at the Sales 2.0 conference in Boston that he didn’t believe that sales managers should...