The Patriots’ Bill Belichick is currently the NFL’s longest tenured coach, leading the team since January 2000. Over that period, the Patriots have won 15 AFC East championships, appeared in the Super Bowl seven times, and won five of them. He also holds the most wins of any active NFL coach. Obviously, the man knows […]
On Sunday, the Philadelphia Eagles face off in the Super Bowl against the New England Patriots. It wasn’t easy getting there, but as a sales rep, I felt all-too familiar feelings this season. In December, Quarterback Carson Wentz tore his ACL and was declared out for the season, forcing Coach Doug Pederson and the Eagles […]
Define Your Specific Goals Harvard University found that those who stick to a specific, goal-oriented, plan performed 30 percent better than those who don’t. So, to truly perform this year, you must create a highly defined plan for 2018. Outside of numbers like revenue, set goals for activities that lead to wins. Look back at […]
Coaching is a critical ability for sales managers to have because of its significant impact on sales performance. In fact, CSO Insights found that a dynamic coaching process improves win rates by 28% and quota attainment by 10%. It’s not just about the program though. Top coaches have certain characteristics that make them (and their teams) […]
You’ve closed out another successful year and your team hit their numbers, or maybe your year didn’t end up as well as you had hoped. Either way, last year is history. Now that the year-end push is over, it’s time to focus on getting your team off to a great start. Here’s 5 sales coaching […]
The importance of sales coaching has been proven. Surprisingly, only 21.7% of sales managers have implemented a formal coaching program for their teams. Part of the problem is that managers find it difficult to find the time to coach their reps.  As challenging as it may be to provide sales coaching, coaching a team of […]
Every good manager knows it’s their job to lead and inspire sales reps. The best managers also train and equip their reps to become better at their jobs so they can find personal and professional success. Being an effective manager is more than giving a pep talk and running through a script during onboarding. Sales […]
The sales pitch is a cornerstone of the sales process. Whether it is on the phone, in person, or through email, your pitch is the crucial first impression. Sales organizations have perpetually devoted time, energy, and resources to improving their pitches, but you can take actions that help gradually improve your pitching over time. We’ve […]
The NBA has a history of great coaches. Charged with leading their teams through countless lessons, practices, and games, these coaches must empower, improve, and harmonize their players to ensure they perform at their best. Similarly, sales managers are responsible for leading their teams of reps to victory. Just like an NBA coach and their […]
Of all the challenges sales leaders face, retaining developed reps has to be one of the hardest. The amount of time and money you save by keeping a team of dedicated, high-performing reps is massive — but how exactly do you make sure your A-Players don’t walk? The answer? Consistent, methodical sales coaching. Sales coaching […]
With many sales reps having less than half the work experience they had just a decade ago, an increasing reliance on strong sales coaching tactics has become imperative for rep success. But just because sales coaching has become a common practice doesn’t mean everyone knows how to do it – or even exactly what it […]
According to The Bridge Group sales quotas have increased an average of 6% year-over-year since 2015. As a result, sales reps will need to hit these ever-increasing targets as well. What can you do to help your team reach their goals? The key is increasing your reps’ productivity through consistent coaching. Rep productivity is maximizing […]