Coach Like a Boss: How Great Managers Get the Best out of Their People

“Average managers play checkers, while great managers play chess.” —Marcus Buckingham   Managers don’t always get the credit they deserve.   So much so, that in 2002, Google tried to eliminate managers from their company hierarchy. The result was confusion, lower morale, and less productivity. Turns out managers actually do matter—a lot.   Google, to…

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Leading Remotely – Is Anyone Home?

It’s safe to say that the COVID-19 pandemic has radically shifted the modern workplace. Economic shutdowns globally forced companies of all shapes and sizes to retreat into distributed environments while still performing the work necessary to keep things going. When you layer on top of that the anxiety and stress that the virus has caused,…

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But Who’s Looking after the Leaders? Three Ways Leaders Can Avoid Burnout

It’s lonely at the top.   Whether “the top” for you is head of your company, head of a department, or head of a team, being a leader comes with extra responsibilities and stress even under the best of circumstances.   And lately, circumstances haven’t exactly been “the best.”   Even before the pandemic, technology…

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KPIs – You Get What You Inspect, It Isn’t Always What You Expect

We’re back for Part III of our series on KPIs that every sales leader should assess.   Before we launch into three more KPIs, we need to again establish why they are so important to track.   To illustrate this, perhaps it is easier to show what happens when they aren’t tracked. Failing to track…

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The Manager Every Salesperson Deserves But Rarely Gets

Today’s dynamic, hyper-connected world has radically changed the way sellers sell. These changes have brought new urgency to skill development.   Why then, do most sales managers spend less than 10% of their time coaching and giving feedback to their sellers? On their own, most sellers aren’t going to develop all the skills they need.…

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Part II – How to Know If Your Team is Producing The Intended Results

Last week’s blog touched on three KPIs every sales leader should assess. Why? Because a sales leader must ensure their team’s efforts are producing the intended results. This week, let’s discuss three more essential KPIs. KPI #4: Conversion Rates A sales rep’s conversion rate is critical for obvious reasons: if you don’t convert leads into…

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How to Know If Your Team Is Producing The Intended Results

A sales leader must do more than just provide their team with the tools and resources they need to sell well. A sales leader must also ensure their team’s efforts are producing the intended results. Tracking a set of Key Performance Indicators (KPIs) is a good way to do this but how do you know…

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Undoubtedly The Best Managers Are Good Coaches.

It’s not uncommon to hear about the importance of good managers in the workplace. Google – being the innovator it is, wanted to prove that manager quality does not impact business performance.    Enter “Project Oxygen.” Google’s People Innovation Lab analyzed how past performance appraisals, employee surveys, and interviews impacted performance.   The result? Google’s…

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Skilled Storytellers Know How to Make You Feel

“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.”  While Maya Angelou wasn’t referring to sales when she coined this classic quote, her words apply just as much to this area of business as they do to life itself.  It’s a wonder,…

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How to Optimize Performance with Sales Enablement

Orchestrating Leadership

Last week, we talked about the seven elements of sales enablement and their interdependence for creating a far more effective strategy than sales training alone. This week, we will explore – how you can optimize your organization’s performance with Sales Enablement. To do so, we must establish that Sales Enablement is more than a strategy, it’s…

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