Category Archives: sales leader

October 7th, 2013

How Do You Support the Transition of a High Performing Sales Rep to a Sales Manager?


How do you support the transition of a high performing sales rep to a sales manager?

In this video blog, Richardson’s Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, explains the first steps to transitioning from sales rep to sales manager: letting go. Andrea also discusses the responsibilities that new sales managers must create time for, including reporting, coaching, and planning.

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September 11th, 2013

Coaching for Sales Teams: Less Superman, More Clark Kent


Coaching for Sales Teams: Less Superman, More Clark Kent

You know the picture … mild-mannered sales manager has one-on-one meeting with ordinary sales citizen, they discuss an issue, and WHAM, the sales manager makes a beeline to the phone booth (yes, they still exist) and out comes Superman or Wonder Woman, complete with red cape. Faster than a speeding sales cycle, more powerful than a strong quarter, and able to leap tall pipelines in a single bound. In their rush to rescue Metropolis, however, they may not realize that this method of coaching for sales teams is the kryptonite to their team’s performance.

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July 12th, 2013

Presence: 80% of Success -The Role Presence Plays in “Showing Up” to an Effective Sales Meeting


Presence: 80% of success -The role presence plays in “showing up” to an effective sales meeting

Woody Allen has been quoted as saying that 80% of success is showing up.  The accuracy of the 80% notwithstanding, my focus here is to break down what “showing up” means in the context of an effective sales meeting.

Based on my experience as a sales leader, coach, and facilitator, sales professionals know the importance of showing up as defined by: being on time, going to the right place, remembering to bring the presentation, wearing a clean shirt or blouse, and brushing and flossing their teeth.  Well maybe not always the flossing part.

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