John Henley, on February 5, 2018
It’s February. We’re well into the New Year, and your resolutions may have already fizzled out like most people. With a new year (or a new month), comes a time for new thinking and new habits. I suggest you start with a "not to do list." You might have one thing on it or a few, but the best way to make a meaningful change this year is to determine what you won't do and to make room for what you will do.
Tirzah Thornburg, on January 10, 2017
You’ve hired the perfect sales professional. This AE is eager, jumped right in, and you know they are going to be a rockstar. Now what? How can you help your rockstar reach their full potential?
Sales coaching really is an art form. Intuitively knowing what your sales professionals need to maximize their growth doesn’t just happen. It takes a step-by-step coaching plan that is well-thought-out ahead of each new hire and that is continued throughout your employees' careers. A lot of work? Sure, but it’s well worth it. So let’s get started.
You've probably seen umpteen lists of ways to increase a sales team's performance. Trust me, I know. I have probably written a half dozen of those myself.
But the more I work with sales teams, the more I've realized that what a sales manager needs is not another list of productivity tips and tricks, but an integrated process for increasing their sales team's productivity. This is particularly true for media sales, where custom solutions can require more involved sales funnels. Here's the process I've developed and implemented with success.
