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Author Archive | Kevin Davis

Four Simple Tips for Better Sales Coaching

Blog post by on April 18, 2014

Looking for practical advice on how to do more and better sales coaching? Here are four tips to get you started. 1. Stop doing e-mail first thing in the morning. Instead, coach somebody. You know what happens …

A Sales Coach Learns from Others How to be Great

Blog post by on March 28, 2014

How you have been managed by others influences how you manage your sales team today. No doubt, you have learned to lead others largely from your previous experiences – from both the best and worst practices of …

Trust, but Verify to Win More Forecasted Deals

Blog post by on March 1, 2014

One of the biggest frustrations sales managers have occurs when deals forecasted by salespeople to close – don’t close. What’s the problem here? Both salespeople and sales managers are optimists by heart. So it’s easy for sales …

Hiring Tips for a Sales Manager Position

Blog post by on February 11, 2014

Far too many times I have had SVPs and CEOs report to me that the only thing they paid much attention to when hiring sales directors and managers was whether the candidate had a successful portfolio in …

What External Factors Motivate Salespeople?

Blog post by on January 31, 2014

Many sales managers with whom I have worked believe that motivation comes solely from within, not from external factors. Managers who think this way disconnect from the idea that they have an impact on sales rep motivation; …

How Untrained Sales Managers Impact Sales Growth

Blog post by on January 15, 2014

Many companies spend heavily in sales rep training, but are sometimes disappointed when they see little impact on sales growth. Ironically, lack of results from sales training can often be traced to a lack of sales manager …

Four Habits of Great Sales Coaches

Blog post by on January 7, 2014

Effective sales coaching is the daily investment you make in developing the success of others. Here are four habits that the best sales coaches work into their daily routine: Share your real-life experiences The principles of success …

3 Critical Skills New Hires Lack

Blog post by on December 19, 2013

The best sales managers know how to hire enthusiastic people who have the right attitude and want to take advantage of a great opportunity. But even the best new hires usually lack many key skills. Where does …

Where Should You Spend Your Sales Coaching Time?

Blog post by on November 13, 2013

As a sales manager, if you are managing your time well, and balancing priorities enough to be coaching your reps –congratulations!! A big dilemma faced by most sales managers, though, is how to coach and more importantly …