New sales managers often fall for the common misconception that being a manager or a leader is about having the answers. They take a fairly reductionist perspective that being a manager is about telling people what to do. The reality is that most people, sales people in particular, don’t like to be told what
I recently got to spend some more time building onboarding training and thinking about scripts, what caught my attention was the process by which sales people internalize new material. There’s a pattern, and understanding how this works could change how you think about training and support tools. Day 1 It may be hard to
As someone who’s had to build out the metrics for 10+ new teams and someone who’s coached other leaders through building out their own metrics, I’ve made a lot of mistakes when it comes to thinking about the metrics. To help other leaders out there avoid the same pitfalls, here are some of the biggest
So if it’s not clear already, I believe coaching is the most important thing a front line sales manager can be doing. Some managers are still learning that lesson, and others are on board but don’t know how exactly to apply the theory to the real world. To help make things more tangible, I wanted
In my previous post on the 3 most important pieces for building a sales machine we talked about aligning hiring, new hire training, and the sales managers first 90 days with the sales person. Getting alignment between each of the teams / processes is critical, but we didn’t have enough time to get into the
I’ve posted several times in a row on sales scripts, so it only makes sense to do an over-view. My claim is that sales scripts, when done correctly, can be an valuable tool. Modern flexible scripts require much more creativity and allow for more individuality than the “canned’ call center scripts of the past. This
Nothing is more exciting than starting from scratch, and as I kick off a new sales team for the 10th + time, I decided to really research what all the other leaders out there where doing. In particular i wanted to see how everyone else was thinking about culture, and I came across this quote:
In my recent post about whether or not to use sales scripts I make the case for using scripts in a more creative way. Sales scripts can change, and there can be different versions of a script for different skill levels or different phases of a sale. Below I’ll cover some of the more common
If you’re in the business of cold calling at volume, then the question of whether or not to use scripts has come up. Scripts are one of those contentious topics for sales leaders that tends to polarize the room. To Script or Not to Script? Why are people so divided? Let’s look at the case
Between laste 2011 and early 2013, the LivingSocial team in France scaled it’s revenue by over 3x. Obviously a lot of things went into this effort, but the one key factor was alignment. The team managed to get alignment in these 3 key areas, and things started to click: 1) Recruiting – Hiring Profile 2)
