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Article Category: Sales Management

TALKING SALES 216: "A sales manager is a high performance coach"

TALKING SALES 216: "A sales manager is a high performance coach"

John Smibert

       "The biggest impact on performance comes through coaching" - Interview by John SmibertGood sales management is the cornerstone of the success of any sales organisation.To adapt a quote from Tony Hughes, front line sales managers can be the ...

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TALKING SALES 205:  "Coaching before and after the sales call"

TALKING SALES 205: "Coaching before and after the sales call"

John Smibert

              "Develop sustainability by coaching pre & post call" - Interview by John Smibert.One of the biggest challenges most organisations have is to drive sustainable growth in revenue. Effective coaching, by sales managers of their individu...

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TALKING SALES 199: "A Sales Manager is a Change Agent"

TALKING SALES 199: "A Sales Manager is a Change Agent"

John Smibert

       "Sales leaders need to be ahead of the game, proactively riding the change wave" - Interview by John SmibertEverywhere we turn people are talking about how change is accelerating the world of B2B sales. I wanted to get a feel about what thi...

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TALKING SALES 193: "Super sales person vs super sales leader" - Maria Nordstrom

TALKING SALES 193: "Super sales person vs super sales leader" - Maria Nordstrom

John Smibert

          "Sales managers need to be skilled leaders more than skilled salespeople" - Interview by John SmibertSales managers are the engine room of any sales organisation. The quality of the sales leadership team, and their ability to lead the or...

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TALKING SALES 190: "Managing good salesperson behaviour"

TALKING SALES 190: "Managing good salesperson behaviour"

John Smibert

"Ensuring good sales behaviour with customers is critical for success" - A John Smibert discussion with Tony Hughes.We need our salespeople to engage with our customers in a constructive and positive manner with their underlying intent being to he...

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TALKING SALES 184: "A good sales manager is a great communicator"

TALKING SALES 184: "A good sales manager is a great communicator"

John Smibert

       "Good sales managers communicate effectively up, down and across" - Interview by John SmibertHave you ever experienced a sales manager who is not a good communicator?Most of us have. It's not fun.  They just seem to expect their sales team ...

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TALKING SALES 183: "The managers role on a sales call"

TALKING SALES 183: "The managers role on a sales call"

John Smibert

              "First agree your role before riding shotgun" - Interview by John Smibert.One of the most important and productive activities of a sales manager is to ride shotgun with his team members when they call on customers. Yet if it's not pr...

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"Why are 60% of your salespeople failing?" discussion with Tony J. Hughes

"Why are 60% of your salespeople failing?" discussion with Tony J. Hughes

John Smibert

About 60% of B2B salespeople are not achieving their numbers.There are a number of reasons for this yet one of the key ones is the challenge of growing and maintaining a quality pipeline in a changing sales world.This issue is addressed In this in...

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TALKING SALES 167:   "What the better sales managers do"

TALKING SALES 167: "What the better sales managers do"

John Smibert

         "Good sales managers lead and coach their people to success" - Interview by John SmibertI recently had the pleasure of talking with international sales expert Dylis Guyan about sales management.Before I share that discussion with you firs...

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TALKING SALES 157:  "Coaching for sales performance"

TALKING SALES 157: "Coaching for sales performance"

John Smibert

          "How to coach to achieve sustainable sales performance" - Interview by John Smibert.In my experience good, systematised sales coaching has more impact on achieving sustainable sales and revenue growth than any other sales management act...

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TALKING SALES 153:  "Rebirth of the salesman"

TALKING SALES 153: "Rebirth of the salesman"

John Smibert

                         "You're company and product is not enough"  - Discussion with  John Smibert.The future of the sales profession is in question. There are significant recent changes - or more to the point - paradigm shifts are occurring tha...

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TALKING SALES 151: "A sales manager is a delegator"

TALKING SALES 151: "A sales manager is a delegator"

John Smibert

       "How good sales managers delegate effectively - up and down" - Interview by John SmibertSales Management is a tough gig - probably one of the most difficult management jobs around.  All sorts of responsibilities and tasks are loaded onto th...

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TALKING SALES 148: "Business strategy before social media strategy"

TALKING SALES 148: "Business strategy before social media strategy"

John Smibert

               "Let's try social media - we'll worry about strategy later!!!!" - Interview with John SmibertIt drives me mad to see so called social media gurus teaching people how to implement social media solutions, but never ask; "What is your ...

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TALKING SALES 146:  "Top 3 sales management mistakes"

TALKING SALES 146: "Top 3 sales management mistakes"

John Smibert

                            "What's your sales team culture like?" - discussion with John Smibert.Being a sales manager is tough. We all make mistakes that will negatively impact on sales.  I know I've made more than most over my career.  And that...

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TALKING SALES 143:  "Burning your brand"

TALKING SALES 143: "Burning your brand"

John Smibert

"The way most of us generate demand results in us burning our brand - is there is a better way?" - A 'Talking Sales' discussion with John SmibertJohn Bedwany agrees that we have to continue talking to the marketplace to actually drive the demand -...

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TALKING SALES 142:  "Five facets of effective coaching"

TALKING SALES 142: "Five facets of effective coaching"

John Smibert

            "Effective and consistent coaching sustainably boosts sales" - Interview by John Smibert.One of the most effective ways to grow sales productivity is to implement sound sales coaching practices. To do this we need to develop a coaching...

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TALKING SALES 140: "Why measuring your pipeline is erroneous"

TALKING SALES 140: "Why measuring your pipeline is erroneous"

John Smibert

       "Are you misleading yourself when you measure your pipeline" - Interview by John SmibertFor years we have emphasised that it is vital that we measure our sales pipeline or sales funnel.  We know must be putting enough leads in one end, meas...

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TALKING SALES 139: "Sales coaching for behavioural change" - John Dougan

TALKING SALES 139: "Sales coaching for behavioural change" - John Dougan

John Smibert

Can Stock Photo Inc. / photography33[/caption]"Coaching for behavioural change provides a better return than skills coaching" - an interview by John Smibert.I recently published a great discussion with John Dougan about how to apply sales coachin...

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TALKING SALES 135:   "Lose fast - win slow" - Tony Hughes

TALKING SALES 135: "Lose fast - win slow" - Tony Hughes

John Smibert

                      "The cost of pursuing business we cannot win is huge" - discussion with John Smibert.I recently heard  Tony Hughes state that we need to "lose fast and win slow". This sounds counter intuitive.  In this discussion I challenge...

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TALKING SALES 132:   "Territory Coverage: The #2 Sales Challenge"

TALKING SALES 132: "Territory Coverage: The #2 Sales Challenge"

John Smibert

Image by http://www.pixelstalk.net            "What difference would it make if you could fully cover your territory?" - Interview by John SmibertSalespeople need to focus on moving qualified opportunities through the pipe - that's what we hire th...

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