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
Boost Sales Team Morale in 3 Weeks
Recently a Sales VP who had just attended one of my Sales Coaching & Leadership Workshops asked me that very question. He was under...
Why Salespeople Don’t Use CRM & What to Do About It
Albert Einstein had a sign on his office wall: “Not everything that counts can be counted, and not everything that can be counted counts.” Albert...
A Tale of Two Sales Funnels
This is a story about two companies’ sales funnels. One company has a sales funnel that improves win rates, the other doesn’t. “Company A” uses...
Four Simple Tips for Better Sales Coaching
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...
A Sales Coach Learns from Others How to be Great
How you have been managed by others influences how you manage your sales team today. No doubt, you have learned to lead others largely...
Trust, but Verify to Win More Forecasted Deals
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...
Hiring Tips for a Sales Manager Position
Far too many times I have had SVPs and CEOs report to me that the only thing they paid much attention to when hiring...
What External Factors Motivate Salespeople?
Many sales managers with whom I have worked believe that motivation comes solely from within, not from external factors. Managers who think this way...
How Untrained Sales Managers Impact Sales Growth
Many companies spend heavily in sales rep training, but are sometimes disappointed when they see little impact on sales growth. Ironically, lack of results...
Four Habits of Great Sales Coaches
Effective sales coaching is the daily investment you make in developing the success of others. Here are four habits that the best sales coaches...
3 Critical Skills New Hires Lack
The best sales managers know how to hire enthusiastic people who have the right attitude and want to take advantage of a great opportunity....
7 Tips for Confronting Problem Performers on Your Sales Team
One of the most difficult situations sales managers face is how to confront problem performers in a way that gets them to change their...
Where Should You Spend Your Sales Coaching Time?
As a sales manager, if you are managing your time well, and balancing priorities enough to be coaching your reps –congratulations!! A big dilemma...
How to Recognize Year End Sales Achievements and Motivate Your Team
The end of the year is fast approaching and your Annual sales numbers are solidifying. It's time to ask yourself: Does one or more of...
Priority Checklist: Are You a Proactive or Reactive Sales Manager?
Time management is a critical component in sales. As the old adage goes, time is money. But, do you know if you are a proactive...
4 Questions for Sales Managers to Diagnose and Prevent Future Sales Problems
As I talked about in my previous blog, getting addicted to the adrenaline of fighting fires and solving problems is one reason that sales...
5 Things Proactive Sales Managers Do Differently
I recently reviewed the sales manager's job description for a Fortune 500 company and learned that about 85% of the responsibilities they assigned to...
The 5 Steps of Price Negotiation: How to Win The Price Negotiation War
A prospect whose staff sold billboard space told me he was unhappy with their prospecting rate. When he asked me about the price for...
How to Change Your Customer’s Buying Criteria and Win More Late Stage Sales
In our previous post, we discussed how to see the warning signs that your prospective client is in talks with your competitors. This post is...
6 Sales Call Warning Signs – How to Determine if a Client RFP is Serious
Losing the first mover advantage on sales call is a tough spot to find yourself in. This is the typical case when you receive...