Leadership
8 Steps to Selecting a Quality Sales Training Company
Your company leadership has decided that business results could be better, and they’ve identified top-line (sales and service) as where the improvement needs to come from. After careful scrutiny, it is observed that sales force execution has either stagnated or has never met expectations in the first place. Somewhere, there’s a sales execution gap that…
Read MoreSales Coaching Lessons from Michael Jordan and Kobe Bryant’s Coach
In the midst of basketball season, this take on coaching seemed particularly fun and relevant. I realize that not all of our readers are basketball fans, so I opted not to title this piece “Sales Coaching Lessons from Phil Jackson” – for fear that those of you who don’t know that Phil Jackson coached both…
Read MoreThe Secret to Building a Coachable Sales Team
I think I found the secret to building a teachable team. You know that imaginary world where everyone on your team is open and receptive to feedback, where defensiveness dies, and the goal shifts from self-image preservation to a hunger for constructive input? How do we get to that dream world? The answer might surprise…
Read MoreThe Best Sales Managers Do These 3 Things
Each week here at ASLAN, we put out content to help sales reps adjust to this new world of virtual selling. I asked myself, what’s the best way to help reps achieve their sales goals? Who is their “best friend” as they navigate this age of selling? It’s really their sales manager. It’s their coach,…
Read MoreAnatomy of a Great Sales Manager
The times they are a-changin’ in the world of sales. Your reps may be struggling to connect with their customers virtually and may be feeling disheartened. The pressure is on you to keep coaching your reps and supporting them, while ensuring that you’re being efficient with your time and energy. With all of that in…
Read MoreAn Insider’s Guide to Choosing the Right Sales Training Partner
This may sound familiar… You’re attempting to vet a few training providers, and as you navigate the process, you realize that choosing the right firm is far from easy. Way too often, learning leaders fail to get what they want because there are a lot of intangibles. And honestly, the training providers are better…
Read MoreBuilding Your Rep’s Capacity through Virtual Coaching
In this article, we are going to explore why much of the coaching provided in the workplace today is less effective than it could be, even now with the added pressure of most sales professionals needing to work remotely. There are many potential pitfalls along the road to a successful and effective coaching strategy, especially…
Read MoreNow is the Time to Be OtherCentered
This is not the time for a big story. We have big problems. It cannot continue and something needs to change. We have a level of racism and discrimination and violence that is unacceptable and inexcusable. This cannot continue. We are in the middle of the worst pandemic almost anyone alive has ever…
Read MoreAre You Measuring Productivity or Just Activity? 3 Simple Steps to Improving Sales Rep Success
Take a stab at answering these 3 questions: Is this glass half empty or half full? What came first – the chicken or the egg? What’s more important when managing a sales organization – quality or quantity? Were you able to easily answer any of them? Me neither… The best answer to question…
Read MoreProspect Your Way to Selling Success – Step 3: 3-Minute Meeting
If you’ve been following me on this step-by-step approach to filling your pipeline, you already know how to capture the prospect’s attention and the best answer to the question: “Why meet?” Next, we need to move this total stranger from “this looks interesting” to giving up their most precious resource: time. The best way to…
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