TopLine Leadership
TopLine Leadership
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  • Do You Have What It Takes to Be a Great Sales Manager?
    In the six months since my newest book was published, I’ve gotten a lot of questions about why the title refers to “greatness” (as in The Sales Manager’s Guide to Greatness). The genesis of the title came from my own personal experience and my observations of thousands of sales managers. All of us were at [...] The post Do You Have What It Takes to Be a Great Sales Manager? appeared first on TopLi...
TopLine Leadership
TopLine Leadership
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New blog articles detected.

  • How to Motivate a Derailed Sales Team To Get Back on Track
    An interviewer recently asked me to imagine that I’d just been hired as the Director of Sales at a company whose sales have stalled out. The CEO, naturally, is anxious to hit the reset button, to get things back on track as quickly as possible. “Your first week on the job, Kevin,” said the interviewer, [...] The post How to Motivate a Derailed Sales Team To Get Back on Track appeared first on TopL...
TopLine Leadership
TopLine Leadership
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  • 90% of Sales Managers Miss This Crucial Step When Leading Their Teams
    In an exercise I conduct in all of my sales management workshops, I have participants identify the coaching needs of one of their sales reps. Almost everyone has an easy time writing down specific ideas for what the rep could do to improve. Then I ask them “How many of you have already communicated these [...] The post 90% of Sales Managers Miss This Crucial Step When Leading Their Teams appeared ...
TopLine Leadership
TopLine Leadership
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  • Confronting Problem Performers by TopLine Leadership
    This is a short segment showing TopLine Leadership's Director of Training, Tom Gundrum, discussing "Confronting Problem Performers" from our Sales Coaching & Leadership course. For more information, visit www.toplineleadership.com
TopLine Leadership
TopLine Leadership
Blog Post

New blog articles detected.

  • For Accurate Forecasts: Trust, but Verify
    Several months after attending one of my sales coaching workshops, a VP of Sales told me that one important takeaways she’d gotten was that she tended to be overly trusting of others. I was a little taken aback since I talk a lot about the importance of sales managers having trust and being trustworthy (here, [...] The post For Accurate Forecasts: Trust, but Verify appeared first on TopLine Leader...
TopLine Leadership
TopLine Leadership
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New blog articles detected.

  • Does Improved Productivity Start with You or Your Team?
    Andy Paul, the host of the sales improvement podcast Accelerate!, reminded me on a recent interview about how sales managers are constantly being told to “improve the productivity of their sales team.” Then he asked me whether that improvement should start with the individual salespeople or with the sales manager. My answer is that it [...] The post Does Improved Productivity Start with You or You...
TopLine Leadership
TopLine Leadership
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  • How Sales Managers Sabotage Themselves by Taking on Sales Reps’ Problems
    To listen to the full episode from the Razor's Edge podcast, click here: http://bit.ly/2rjRf9B Being a rock star sales rep doesn’t necessarily mean that the transition to becoming a sales managers is going to be easy. Sales managers need training to help them transition because the skills that led to individual contributor success, sales rock star greatness aren’t the same skills needed to be gre...
TopLine Leadership
TopLine Leadership
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  • Motivating a Demotivated Sales Rep
    In this video, Kevin talks about how to add some pep to the step of a sales rep who has possibly lost his/her motivation, and how to avoid having this happen. --- Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managing ...
TopLine Leadership
TopLine Leadership
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New YouTube videos detected.

  • How Sales Managers Can Control Time
    In this video, Kevin shares some interesting ways that sales managers can make the most of their days, even with a lot going on. --- Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managing sales reps to managing manager...
TopLine Leadership
TopLine Leadership
YouTube Video

New YouTube videos detected.

  • How To Become a Great Sales Coach
    In this video, Kevin talks about 3 suggestions that can help you make better use of your time as a sales coach. --- Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managing sales reps to managing managers. Kevin’s most r...
TopLine Leadership
TopLine Leadership
YouTube Video

New YouTube videos detected.

  • Gaining Mastery as a Sales Manager
    In this video, Kevin discusses the irony between sales managers wanting to help their salespeople achieve their goals, but how many don't actually do anything to help make that become a reality. Kevin lets us know what it takes to gain mastery as a sales manager. --- Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular chal...
TopLine Leadership
TopLine Leadership
YouTube Video

New YouTube videos detected.

  • Why Many Salespeople Fail as Sales Managers
    In this video, Kevin talks about the difference between salespeople and sales managers, and why it's sometimes difficult for them to transition with a promotion. --- Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managi...
TopLine Leadership
TopLine Leadership
YouTube Video

New YouTube videos detected.

  • Sales Manager's Guide to Greatness
    In this video, Kevin gives insight to his new book, Sales Manager's Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top. --- Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managing sales reps t...
TopLine Leadership
TopLine Leadership
YouTube Video

New YouTube videos detected.

  • Meet Kevin F. Davis from TopLine Leadership
    In this video, get to know Kevin F. Davis and what he does to help other sales leaders who are looking to make improvements within their organizations. --- Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managing sales r...
TopLine Leadership
TopLine Leadership
YouTube Video

New YouTube videos detected.

  • How Sales Managers Can Avoid Getting Blindsided By Poor Sales
    In this video, Kevin F. Davis talks about how to avoid getting blindsided by poor sales. He mentions the importance of keeping up with all of your reps, and how important it is to communicate with even your top producing team members. --- Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the tran...
TopLine Leadership
TopLine Leadership
YouTube Video

New YouTube videos detected.

TopLine Leadership
TopLine Leadership
YouTube Video

New YouTube videos detected.

  • Sales Training | Customer Testimonial - FleetMatics
    Jim Perry, Regional Vice President of FleetMatics talks about his company's experience with the Slow Down, Sell Faster - sales training program by TopLine Leadership Inc. For more information please visit: http://www.toplineleadership.com/sales-training/slow-down-sell-faster/
TopLine Leadership
TopLine Leadership
YouTube Video

New YouTube videos detected.

  • Sales Management Training | Develop Great Sales Managers | Kevin Davis
    Sales Management Training: To be an exceptional sales manager requires a completely different set of skills than selling. Without this skill set, sales managers ofter get mired down in the reactive firefighting mode. For more information: http://www.toplineleadership.com/sales-management-training/coaching-leadership-workshop/
TopLine Leadership
TopLine Leadership
Blog Post

New blog articles detected.

  • Are You Wasting Time On a “Willy Sellmore”?
    Not long after I became a sales manager, I inherited a second team from a manager who was “de-hired” as the saying now goes. On this inherited team, there was one rep who was a chronic underperformer, never reaching quota and seemingly not very interested in improving. Every month, I’d think to myself, “Will he [...] The post Are You Wasting Time On a “Willy Sellmore”? appeared first on TopLine Le...
TopLine Leadership
TopLine Leadership
Blog Post

New blog articles detected.

  • 3 Habits of a Great Sales Coach
    One question I ask in all my seminars is “what is ineffective coaching?” Participants have no trouble coming up with lots of examples. They talk about managers who wait too long before addressing a problem, those who do all the talking and no listening, and those who do not attempt to gain buy-in for needed [...] The post 3 Habits of a Great Sales Coach appeared first on TopLine Leadership.
TopLine Leadership
TopLine Leadership
Blog Post

New blog articles detected.

  • 3 Essential Steps For Improving Attitudes On Your Sales Team
    As I wrote about last week, the majority of sales managers recognize the importance of attitude or “wills” in determining sales rep success. But few have been taught how to identify, evaluate, and coach attitudes. Here are three steps that are essential for moving in that direction. Step 1: Identify the behavioral aspects of a [...] The post 3 Essential Steps For Improving Attitudes On Your Sales ...
TopLine Leadership
TopLine Leadership
Blog Post

New blog articles detected.

  • Giving Sales Rep Attitude Its Due
    Last year, I delivered a webinar to combined audiences of 295 sales managers. One of the poll questions I asked was “what percentage of your performance problems do you think are due to poor attitude or ‘wills’?” The most common answer by far was “50-75%”— and overall, nearly 3/4s of the audience attributed a significant [...] The post Giving Sales Rep Attitude Its Due appeared first on TopLine Le...
TopLine Leadership
TopLine Leadership
Blog Post

New blog articles detected.

  • 3 Steps To Achieving Impossible Sales Goals
    David Epstein, author of The Sports Gene, devoted much of his career to studying the behavior of elite athletes and champions. In an interview he gave in conjunction with one of his TED talks, he discussed a pattern he noticed in how champions set their goals. The TED program had just had a segment about [...] The post 3 Steps To Achieving Impossible Sales Goals appeared first on TopLine Leadershi...
TopLine Leadership
TopLine Leadership
Blog Post

New blog articles detected.

  • The Single Most Valuable Contribution of a Sales Manager
    If I asked you what was the most valuable contribution you could make as a sales manager, what would you say? A client of mine, Jackie, spent years developing into a stellar sales rep for her employer, a tech company. She had a well-earned reputation for producing results far beyond expectations. They duly rewarded her [...] The post The Single Most Valuable Contribution of a Sales Manager appeare...

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