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Kevin Davis

Kevin Davis
Kevin Davis is the president of TopLine Leadership, which provides sales training and sales management leadership training programs to companies from diverse sectors. Kevin is the author of "Slow Down, Sell Faster! : Understand Your Customer's Buying Process & Maximize Your Sales". For more information visit www.toplineleadership.com

Why Many Top Salespeople Don’t Get Better

Whenever I ask sales managers to describe their approach to coaching their highest producers, they almost uniformly have the same answer: hands-off! They tell...

5 Sales Coaching Questions to Better Qualify Forecasted Deals

There’s no more frequent conversation between a sales manager and a sales rep than one that starts, “What are you going to sell this...

3 Strategies to Improve Sales Forecast Accuracy

The single most important issue in any sales organization is managing the funnel to achieve an accurate sales forecast. Let’s look at two ways...

Motivation Coaching: Mastering the 1-on-1 Sales Coaching Conversation

One of the biggest issues that sales managers struggle with is sales rep motivation. Perhaps that’s why sales managers often ask me, “what can...

Getting Senior Salespeople to Use CRM

While seasoned salespeople are highly valued for their expertise, they can sometimes pose a challenge when it comes to change. Name any kind of...

4 Crucial Metrics for Measuring Your Sales Managers

As the saying goes, what gets measured gets done. How are you measuring your sales managers? One metric is, of course, “% of plan.”...

Can Your Sales Managers Teach Your Reps to Hit Home Runs?

Financial offerings warn that past performance is no guarantee of future success. Shouldn’t sales managers carry the same warning? Too many companies tend to shoot...

5 Reasons Why Sales Managers Don’t Coach

Let’s do a countdown on the most common reasons I’ve observed about why sales managers don’t do enough coaching…  5. They mistake “inspection” for “coaching.” When…

Sales Leadership Lessons I Wish I Could Have Given to My Younger Self

Like most sales managers, I spent several years as a sales rep before promotion to a sales management position. Here’s what I know now...

Sun Tzu’s Tip for New Sales Managers

Ann spent years developing into a stellar sales rep for her employer, a tech company. She had a well-earned reputation for producing results far...

How to Determine ‘Coachability’ in the Sales Rep Candidate Interview

Why waste time and resources hiring sales people who can’t or won’t grow on the job and end up taking up valuable space on...

Hiring the Right Salesperson

Perhaps no decision is more important for a sales manager to “get right” then the decision to hire a salesperson. Mistakes are very costly....

3 Daily Decisions Effective Sales Managers Make

We’re near the end of 2014, which makes it a great time for self-reflection. What can you learn about how you managed yourself and...

What Kind of Sales Manager Would Abraham Lincoln Be?

The Thanksgiving Holiday in the United States was passed into law by President Lincoln in 1863 so now is as good a time as...

5 Ways to Stop Sales Rep Attrition

There is nothing more frustrating for a sales manager than to have a senior-tenured sales rep resign. Many companies are coming to realize that the...

Great Sales Coaches Help Reps Learn from a Loss

Nobody, no matter how good they are at selling, has a 100% win rate. That means all of us have to learn how to...

The 5 Biggest Mistakes New Sales Managers Make

Your transition from salesperson to sales manager is one of the biggest challenges in the sales profession. It requires a complete change in thinking....

Two Sales Coaching Strategies to Boost Sales Performance

Recently I conducted a webinar for a large company whose sales managers had completed our Sales Coaching & Leadership Workshop a few months earlier....

Creating Your Coachable Sales Team

What is coachability? When I ask sales managers in my sales management workshop this question most of the time there is confusion as to...

3 Habits of a Great Sales Coach

A lot of companies approach us with the question of how they can develop great sales coaches. Among other ideas we discuss, I focus...

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