TopLine Leadership
TopLine Leadership
Blog Post
  • As I’m sure you know from personal experience, the single biggest complaint that sales managers make is their lack of time for coaching their reps. Developing clear priorities and managing your time better is, of course, a big part of the solution. A completely different tactic is summarized in a comment that a client recently [...] The post Every Conversation With a Rep Is a Coaching Opportunity ...

TopLine Leadership
TopLine Leadership
Blog Post
  • According to the Sales Management Association’s March 2016 Research Report titled “Sales Manager Training,” 41% of companies participating in the survey had allocated zero budget for sales manager training. And of the 59% who did have a budget, half of those companies were delivering only generic management training—nothing specific to leading a sales team. This [...] The post The Costly Impact of...

TopLine Leadership
TopLine Leadership
Blog Post
  • A sales director contacted me to talk about an issue he’d noticed with his sales managers. “I was sorting my emails one morning and I saw that all the ones about problems with our accounts were originating from the sales managers not the reps. It was the managers who were taking action to resolve account [...] The post Sales Managers Need to Stop Solving Their Reps’ Problems appeared first on TopL...

TopLine Leadership
TopLine Leadership
Blog Post
  • This blog is part of TopLine Leadership’s series called Sales Coaching 101. On the first Tuesday of every month, we’ll cover a fundamental skill that helps sales managers interact more effectively with their sales reps. Many salespeople miss the mark in their proposals and presentations. They’ve been taught that they want to position their company [...] The post 5 Questions to Improve a Rep’s Prop...

TopLine Leadership
TopLine Leadership
Blog Post
  • New sales reps are usually excited about their new job and enthusiastic about learning what they need to do in order to succeed. However, they are also prone to think they know more than they really do! Your coaching challenge is to help develop their expertise to a point where it justifies their confidence. Ensure [...] The post Five Keys to Coaching a New Sales Rep appeared first on TopLine Lead...

TopLine Leadership
TopLine Leadership
Blog Post
  • The executive sales team at a start-up company recently challenged my contention that sales managers should be spending as much (if not more) time on developmental coaching as they do on account management. The message I got from the executives was: “We’re a young company. We can’t do anything if we don’t have immediate revenue [...] The post Sales Managers Need To Prioritize This One Thing To Dri...

TopLine Leadership
TopLine Leadership
Blog Post
  • Every time I ask a group of sales managers what their single biggest challenge is, at least half say “time management.” They describe being inundated with calls, emails, texts, requests from their reps and others outside their department, and on and on. I talk often about how the skills that make people successful as sales [...] The post It’s Better for Sales Managers to Avoid Multitasking Than to...

TopLine Leadership
TopLine Leadership
Blog Post
  • There aren’t many companies today that sell a commodity, where price is the sole basis for a purchasing decision, or that have such a unique offering that they can name their own price. That means most of us fall into the arena where the way we sell and how closely we connect with a customer [...] The post How Do You Rate Your Sales Team’s Customer Focus? appeared first on TopLine Leadership.

TopLine Leadership
TopLine Leadership
Blog Post
  • I’ve discovered in recent years that it’s not enough for me to ask sales managers if they are coaching their team. Everyone answers “yes”— though most admit they’d like to have time to do more! But then when I probe further, I find that their understanding of “coaching” and my understanding are vastly different. In [...] The post 3 Ways to Tell If You’re a Sales Coach or Just a Critic appeared fir...

TopLine Leadership
TopLine Leadership
Blog Post
  • 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
Blog Post
  • 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
Blog Post
  • 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
Blog Post
  • 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
Blog Post
  • 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
YouTube Video
  • 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
YouTube Video
  • 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
YouTube Video
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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...

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