by Doug Robinson | Jun 30, 2014 | Sales Management
With a basic understanding of the four zones salespeople move between, you as the sales manager need to check your zone, to see where you are as the leader. This is important because you can’t take people where you haven’t gone! To perform a manager self-check, ask...
by Doug Robinson | Jun 24, 2014 | Sales Management
Last time we left off listing the three main reasons sales managers don’t coach. As this post begins I want you to look in the mirror and see a developing coach. To be able to do that, it is important to understand where your sales people are emotionally, so you will...
by Doug Robinson | Jun 18, 2014 | Sales Management
Managers know how important it is to get the most from their sales teams, but most don’t really know how to accomplish this. It seems that there are two kinds of leadership; one based on controlling people and another based on empowering people. I probably don’t need...
by Doug Robinson | Jun 12, 2014 | Roadblocks
If you were to ask a group of primary school kids what they should do if they were on fire, I guarantee a high percentage would automatically respond with, Stop, Drop, and Roll. Likewise, if you asked a group of salespeople what to do when a prospect tells them their...
by Doug Robinson | Jun 9, 2014 | Sales Management
Hey, Doug wrote and published a book that is great for sales managers and business owners to use as lesson plans for weekly sales meetings… Everybody knows that… But did you know that Doug just developed a Study Guide that’s designed to be used as a companion piece to...