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Saturday, January 30th, 2016
While coaching is universally considered to be a vital predictor of salesperson success, benchmarking data from Blackdot suggests that sales manager coaching of reps is happening far less than expected and is highly variable in consistency. According to the report Unlocking Sales Manager Coaching Impact – A holistic approach for enhancing coaching outcomes, the typical solution has been to try…
Thursday, January 28th, 2016
Today drug companies need to raise and…
Monday, July 6th, 2015
At the recent APS Annual Conference, Gill McKay of MyBrain International explored how neuroscience can help transform our coaching style. We’re probably all aware of the benefits of effective coaching: transforming salespeople into sales champions; maximising their potential and motivating people to be the best they can be; increasing engagement and talent retention; driving accountability; developing a more agile organisation;…
Monday, July 6th, 2015
Does coaching work best when team members are not even aware it is happening? Angie Dixey investigates. As organisations increasingly turn to coaching to help improve sales performance and develop talent, performing the role of “coach” has become a commonplace responsibility for sales managers. Yet, even as organisations continue to expect this activity from their managers, the issue of whether…
Monday, July 6th, 2015
New research suggests the most successful programmes pursue a calculated blend of sales training and coaching activities. The bar has been raised. In a world where businesses are becoming increasingly proficient at managing a range of multi-channel, multi-touch and highly customer-focused interactions, how can we ensure that our newly recruited salespeople measure up to customers’ expectations? Toward this end, many…
Sunday, April 12th, 2015
Blackdot on the value of sales managers First-line sales managers are drivers of performance for pharma sales representatives, as they are in other industries… The profound and compounding impact sales managers have on their sales teams means that 1 high-performing sales manager is as valuable as a handful of high-performing sales reps. High-performing sales managers manage teams that achieve superior…
Saturday, April 11th, 2015
Shekhar Varma, managing partner at SDV Training, says: Challenging Coaching by John Blakey and Ian Day contains very useful models and ideas for anyone who coaches the sales force, and Resonate, by Nancy Duarte is a brilliant book about making presentations and storytelling.” He adds: “Although out of print, Neil Rackham’s Account Strategy For Major Sales is still an unrivalled…
Tuesday, April 7th, 2015
New research by Angie Dixey at Oxford Brookes University presents some interesting findings for organisations actively aiming to encourage managerial coaching. Dixey’s dissertation How Managers Experience Their Role As Coach: An Interpretative Phenomenological Analysis explored how the “preference towards a conversational nature of managerial coaching supports the sentiment found in leadership theory that coaching should be a way of managing,…
