Where Do Your Salespeople Reside?

To be an effective sales manager, it is important to understand where salespeople are emotionally, in order to know how to coach them toward improved performance. For starters there are four different emotional areas where sales folks may reside at any given point in...

Sales Tips for Introverts Who Are Salespeople

I (Doug) often hear from self-admitted introverts who are salespeople or have a sales responsibility with their job. Recently the following excellent article caught my eye as it will relate to all selling introverts. It was written by international sales expert Grant...

Sales Manager or Empowering Coach Part II

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...