by David Masover | Nov 16, 2016 | Sales Management, Sales Philosophy, Sales Training, Uncategorized
If your sales team is like most I’ve seen, you’ve got some reps who are self-motivated go-getters. Ya gotta love those reps! But then there are the others. The ones who show up and do just what it takes to get by, if that. Not much in the way of new business...
by David Masover | Nov 8, 2016 | Sales Coaching, Sales Management
I recently wrote a post on LinkedIn about why sales managers don’t coach. In the comments to that post, a few people suggested that front line sales managers shouldn’t be coaching at all. Instead, they said, coaching should be done by peers (“who wants to be...
by David Masover | Oct 27, 2016 | Sales Management, Sales Philosophy
Micromanagement…. The term makes the hair on your neck stand up – and not in a good way. The term makes you think of managers obsessed with the trees, and with no clue that a forest even exists. Counting calls Nitpicking over forms Nagging about CRM...
by David Masover | Oct 5, 2016 | Sales Management, Sales Training
One of the biggest complaints about sales training is that the things learned in the training rarely if ever get incorporated into the work habits of the participants. The training might have been entertaining, and maybe even full of great material that –...
by David Masover | Sep 22, 2016 | Sales Management
Most would agree, the idea of coaching makes a lot of sense – in sales, and elsewhere. Why wouldn’t you want someone with great, relevant experience talking through challenges with people who want to improve? We even seek these conversations outside of...
by David Masover | Sep 13, 2016 | Sales Management, sales process
Which is more important for sales success: 1) A well developed and repeatable sales process 2) Effective techniques to use with prospects and customers, or 3) Relationships with prospects and customers You hear this kind of question in group discussions and blog...
