Sales Management

Sales Leadership Credibility Part 1: The ‘Confidence Base’

What does it take to be a credible sales leader? Is it charisma? Raw intelligence? Some intangible trait that some people are born with and others are not? The fact is, credibility often boils down to one key factor. In this program you’ll discover what that is and learn: Why 'leadership skill' is NOT what gets people promoted into management, the number one source of credibility for sales leaders, the key to increasing, and sustaining, your credibility as a leader and just how fragile credibility can be.

How to Smoke Out Impostors in Interviews for Sales Jobs

University of Missouri researchers found that when the interviewers formed a favorable first impression of a sales job applicant, they fall victim to “confirmation bias” and starting selling the job instead of qualifying the candidate. Learn how to avoid this trap and make better hiring decisions.

Coaching: How to Help Salespeople Frame Setbacks in a Positive Way

University of Pennsylvania research reveals why some salespeople handle rejection so much better than others. Unsuccessful people engaged in negative self-talk, seeing their failure as personal (their fault) and pervasive. Successful salespeople did the opposite, framing failure as something external to themselves and related to the specific situation. Learn how to coach your people using this powerful insight.

Why Praise Can Backfire – And How to Do It Right

Researchers from Columbia University found that there's a right way and a wrong way to deliver employee praise. This Quick Take reveals their findings and shows managers how to avoid the common mistakes that can cause praise to backfire.

How to Get More Reps Selling Like Your Top Reps

Researchers from Stanford University show that it's extremely difficult for experts to transfer their knowledge to non-experts. So how can your struggling salespeople learn from your best? The answer: role plays - but only if you do them right.

The Activity Fallacy

A study conducted by Huthwaite, a leading sales consulting firm, examined more than 35,000 sales calls and found that pushing a sales team to work harder, make more calls, get more meetings, and close more deals can actually depress results. Learn the behaviors that can help your team avoid this dangerous trap.

The Power of Predictability

A study reveals the critical importance of a single managerial behavior – predictability – that can reduce stress, improve team morale, boost productivity and reduce employee attrition. In an uncertain environment, this is about wearing your game face and keeping people calm and focused.

Sales and the 80-20 Rule

The coventional wisdom 80-20 Rule says that the best 20% of your salespeople generate 80% of your results. That makes it tempting to offer huge incentives for top performance. But national analysis from the Sales Leadership Council says this could be a costly mistake.

The ABC Method: Handling a Bad Attitude

Learn why saying 'You have a bad attitude’ is the worst possible thing to say to somebody who has one. Instead, focus your feedback on specific behaviors that people can actually change.

A Four-Point Model for Leading High-Performance Teams

There is one thing all successful leaders get that failed leaders don’t. They know they can’t achieve breakthrough organizational results by themselves. That wisdom is often hard-earned because most leaders started their careers as individual high performers who moved mountains all alone. But they figured out at some point that the key to their success as a leader was their team. This program will give you a proven 4-point model for building and maintaining a high-performance team that consistently delivers extraordinary results.

Leading from Your Confidence Base

A study from Harvard Business School investigated the critical factors that make managers successful. The findings showed that credibility as a leader starts with your Confidence Base. Find out how to put this counterintuitive insight to work for you.

Is It Okay To Let People Fail?

Numerous studies have shown the benefits of “productive failure.” People learn more quickly - and more deeply - when they first struggle and fail. Learn why managers must give employees the opportunity to fail safely.

How To Turn Around A Struggling Team

Learn what research from Gallup reveals about the best way to turn around a low-performing sales team; why efforts to improve skill deficits can backfire; and where to focus your coaching efforts to get the best results.

Coaching: Your Mindset Makes All the Difference

Research from Stanford University shows that bold managers who adopt a “growth mindset,” rather than a “fixed mindset,” are far more able to change behavior and develop their people.

Hiring for Grit

Social Psychologist Angela Duckworth and othe researchers from the University of Pennsylvania investigated the concept of 'grit' and why it is such a powerful predictor of professional success. Learn how managers can apply these findings to build a persistent and passionate team of high-performers.

Six Managerial Styles You Need to Lead Effectively

Research shows that leadership is highly situational and that no “one-size-fits-all” leadership style works all the time. Master a repertoire of six managerial styles that will allow you to respond appropriately in a variety of different situations.

How to Harness Peer Learning in Group Sessions

A Stanford University study suggests that peer participation in learning initiatives is surprisingly effective. People view peer advice as more “real-world” than that from experts, so they’re more likely to act on that advice.

Situational Interviews: How They Can Improve Your Sales Hiring Decisions

A study from Erasmus University in Holland reveals why traditional interview questions so often fail to predict future performance. The findings show why “situational interview” questions far outperformed all others in the study, and how to create and use these questions based on the specific job you need to fill.

Framing Corrective Feedback in a Positive Way

A University of Michigan study revealed a method for framing corrective feedback so that it addresses non-productive behaviors head on – but does so in a positive, non-threatening way that’s remarkably effective.

Coaching: How to Help Reps Bounce Back After a Failure

Giving sales reps a pep talk after a failure doesn't hurt, but it doesn't do much good either. Research from the UC Berkeley shows why such “outside validation” doesn't work - and reveals what managers should do instead to get reps back on track.

Why 80% of Sales Training Doesn’t Stick

This Quick Take will show you the number one reason why star sales managers get extraordinary results from their sales reps. If you often feel that you’re constantly drilling your reps on time-tested selling techniques, but that your message just isn’t sinking in, the reason is that you’re not following the simple practice outlined in this program. Less than seven minutes from now, you’ll know the secret, and it will transform the way you train your sales force.

Lead Follow-Up: How Much Is Enough?

Following up on leads can pose a real dilemma for salespeople. On the one hand, you want to be sure you exhaust every opportunity to convert those prospects into new business. On the other, you don’t want to waste valuable time chasing leads who have no real intention of buying. In this Quick Take, you will learn what a massive research study reveals about how much follow-up it takes to find real buyers, the follow-up “sweet spot” – the number of calls that yielded the best return on time and effort for most salespeople, how much effort salespeople really devote to follow-up, versus how much effort they think they put in, and how to create an optimal follow-up strategy for your sales team.


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