Sales Management Techniques

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Mike Montague interviews Sharlene Douthit on How to Succeed at Giving Good Feedback.

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what’s happened in the marketplace during this historically tumultuous period.

Most business leaders have grown accustomed to the comforting concept of “normal” market conditions.

Many of the sales leaders I talk to these days tell me that they are struggling with the issue of keeping the team(s) focused. Of course, this problem, which extends across all industries, comes at a time when many of us are directly or indirectly confronting issues related to the global pandemic, to financial pressures on both the personal and organizational scales, and to questions of social unrest. It's not all that surprising that sales teams are distracted. Everyone is distracted. The question is, what do leaders do about it when that distraction reaches the point where it affects revenue generation?

Every one-on-one meeting with someone who reports to you is unique. Each will have its own priorities and its own dynamic, based on the personalities, experiences, and professional roles of the participants. That said, there are some important topics for sales leaders to cover during each weekly one-on-one meeting with any salesperson.

Sales leaders often become confused by the differences between coaching and managing.

Learn how to improve your team's attitude, behavior and technique to improve their chances of success. Eric Dunn talks about how to breathe life and results into your sales team. Learn the best practices for improving effectiveness and efficiency.