Core Management Training

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Is rest and recovery missing from your sales strategy as a manager? Many people will take time off or will have reduced hours during the holidays. With company and family gatherings it can be hard to find downtime for yourself. Here are some reasons why it makes sense: 📌 It’s a time for reflection. An easy strategy is the stop, start, and keep strategy. What behaviors and strategies did you incorporate that you should stop immediately. What are some behaviors or things you would like to learn and or start to incorporate. What worked for you as a manager had a positive impact on results that you should keep. 📌 Engage in other activities. Being engaged in other activities can provide ideas that you can use on the job. The Wright Brothers were Bicycle mechanics and used some of their knowledge in this area to be the 1st to fly a powered plane. 📌 Knowledge consolidates when your mind is at rest. In strength training, your body grows when it is at rest. During rest, the brain organizes and strengthens the neural connections formed while learning. Continuous focus leads to mental fatigue, and the ability to absorb new information. This holiday season, prioritize reflection, recharge, and inspiration. What’s one thing you’ll do to rest and reset this season? Share your plans below! 👇 #Rest&Reflection #SalesStrategy #WorkLifeBalance #Recharge

What one sales manager skill will improve coaching and feedback impact? It’s probably not what you think. Accountability, Accountability & Accountability! Here are three reasons why improving accountability will help your team! ✦ What gets checked gets done. Managers and reps create actions plans from the Field Coaching Report. Create action steps that can be accomplished within 24-48 hours and frequent check-ins. This creates momentum and ensures the action plans get completed, which usually drives performance. ✦ Accountability empowers the team. My sales team was ranked 36/37. We did a mind storming exercise (Brian Tracey) At the end of the session each rep had 20 items. We incorporated many of the ideas from that session moving the team to 15/37 by year end. Here's a guide on how to use Mind Storming exercise: https://buff.ly/3VTZF4T ✦ Accountability improves problem-solving. When your team takes personal accountability for team results, they do spectacular things. We incorporated elements from Getting Twice as Much Done in Have the Time using Scrum methodology to speed the process of getting product launch materials completed. Want to level up your coaching and feedback impact? 🚀 Embrace the power of Accountability and watch your team thrive💪✅ Which of these accountability strategies will you implement first? Share your thoughts below! 👇 #Accountability #SalesManagement #Leadership #SalesSuccess

Did you know that even Artificial Intelligence is trained on a regular basis? It builds general knowledge with a wide variety of resources, that knowledge is fine-tuned and then it goes through an iterative process with updates. Many Sales Leaders don’t think they need to train their teams or won’t expand what the teams need. Here are three myths about not needing training: ▸ I have an experienced team. Knowledge in many fields doubles every 1-2 years, which is double from even ten years ago. A team’s skills may no longer be relevant. Think about COVID and the rise of virtual calls and market demand for more effective sales interactions. ▸ We don’t have time to train. You pay for training whether you do it or not in inefficiency, wasted time, poor sales results, and disgruntled employees led by their poor leadership. ▸ We don’t have a training budget. As someone told me; you’re the manager figure it out. There are so many tools available to upskill your team. Weekly team calls focusing on specific tools and even best practices arming every team member with the best strategies to execute can make a big difference. 👉 Ready to future-proof your team? Start small: dedicate 15 minutes in your next team call to discuss a best practice. What’s stopping you? Let us know below! 👇 #SalesTraining #TeamDevelopment #Leadership #TrainingMyths

The biggest training question you need to answer as you prepare for your 1st Quarter sales meetings? How will we know what we did at this meeting was effective? I asked this question to the Sales VP as we prepared for their sales meeting. We were conducting a sales simulation for their Key Account Managers and bringing in Physicians. He was surprised by the questions and would leave it to the KAMs to say whether or not the simulation provided value. It’s difficult to tie training to direct revenue but we do live in the world of sales execution with specific standards. What are your thoughts? Please like or comment! #SalesTraining #SalesEffectiveness #TrainingAndDevelopment #PerformanceMetrics #SalesMeetings

What the Sales VP won't hear from their Regional Sales Directors • I don’t know what the **$##* I am doing. • We have plenty of budget to spend on training. • Organizational Priorities keep changing. • My managers need help. • I’ll be tied up in meetings all week. These were verbatims from a Regional Director I spoke with recently. Frustrated with the number of meetings that they attended, the Reticence of their VP to spend money on training and not seeing the connection between performance, skills, and behavior. Regional Directors also hated their inability to spend time helping their managers drive business. How can we train the needed business skills that drive Performance? I would love your comment. #TrainingAndDevelopment #PerformanceManagement #SalesTraining #LeadershipDevelopment #EmployeeEngagement

What are three common mistakes Managers make when writing Performance Reviews? • The Halo Effect - This person can do no wrong. This happens especially with top reps. • Central Tendency – Receives all medium ratings. No positive or negative. • Horn – This person can do no right. They receive all negative ratings These three errors impact the Performance Review Process. Imagine if you are one of these three sales reps. What type of conversation will occur during the review? Being more thoughtful in your approach will produce better performance conversations and position your sales team to higher performance. Please like or comment! #PerformanceReviews #Managers #TeamDevelopment #ConstructiveFeedback

Do you find using the right words when writing your performance reviews difficult? Here is a technique that I came across called S.E.E.R that will help you write more effective Performance Reviews: - Summarize the behavior or performance - Elaborate on the performance - Provide an example - Restate For example, Ellen has strong selling skills. She consistently focuses on customers and needs and closes consistently. By using her selling skills, she was able to move Dr. Jones, a new writer, to one of the top prescribers in her territory. She is an example for the rest of the district. Using the SEER technique will improve your ability to write Performance Reviews. Please like or comment! #PerformanceReviews #SEERTechnique #Feedback #WritingSkills

Sales can be challenging and frustrating. However, when managers understand their team members' thoughts and feelings, they create an environment where everyone feels valued. Which will then increase motivation and collaboration. Read more: https://buff.ly/4fcEWjp #SocialStyle #SalesTeam #EmpathyMatters #SalesLeadership

SOCIAL STYLE® helps managers connect better with sales reps, building stronger relationships that boost sales and engagement. By adapting to each rep’s communication style, managers can customize their approach to meet individual needs. This builds trust and makes them feel valued. Read more: https://buff.ly/4fcEWjp #SocialStyle #SalesTeam #StrongerRelationships