3 x 3 Secrets to Sales Management

People often ask me to define the role of a Sales Manager and we often talk about the usuals such as recruit, motivate and so on. But here’s the 3x3 I heard at a conference recently which really resonated with me as it’s so succinct and obvious: Behaviours – determine them and live them Value – agree them and breath them Engagement – encourage it amongst the team and do yourself   Set goals Communicate the goals Measure and lead with the goals   Attract good people Keep the good…

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10 Advanced Coaching Tips

Only use these if you wish to take your coaching to the next level. Coaches get paid well to move effortlessly across the pull – push spectrum and know when to do so with coaching clients. Pull uses questions and push means giving ideas and guidance. Don’t get too “hung up” about clients having all the answers – that’s nonsense. A good coach will have plenty of experience of the job involved and can come out of coaching mode to give ideas and suggestions. Just make sure your client knows…

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7 Essential Coaching Questions

If you’ve ever wanted to capture some questions on a piece of paper to use during a coaching session, well here’s 7 essential ones: “What’s on your mind?” “What’re you taking away so far?” “What’s been most useful for you here?” “What’s the gold nugget here?” “What’s the first domino?” “And what else?” “Go on” Worth keeping a note of in any coaching situation, these are worth their weight in gold.

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