Manager Training

Have you ever noticed how two people can see the same thing differently? Howard Schultz was in Italy in 1982. He certainly wasn’t the first American to see the Italian coffee bars on...

Here's a list of overused, meaningless stories and phrases used by sales trainers. What ones can you add to the list?...

Realize that the best coaching moments aren’t always going to present themselves when it’s convenient for you, or during a scheduled coaching session. That’s why I refer to these moments as defining moments....

Change happens. It's critical that we develop in managers the ability to perceive and respond to change in timely fashion, even if it means revising plans that are carved in stone. In a...

At the conclusion of a training event that I delivered, one of their action steps at the end of the training was to introduce coaching to their team and enroll their salespeople in...

Do you think that people who know a lot of people are well connected? That’s what it used to mean to me. Now when I think of people who are connected, I think...

A host of tools, including TerrAlign, RegioGraph, AlignStar, and ProAlign, is available to help sales managers with territory management and optimization.

A sales manager needs to hold meetings with the sales team and continually offer training and guidance for her reps. But with some of the specialized technology programs now available, effective management and...

Empathizing with your employees is equally as important as empathizing with your clients.

Remember when you were a kid playing games? Sometimes your turn didn’t go so well. You immediately begged for a do over. If your friends were nice they let you go again. Here’s...

Sales managers with an intimate feel for the selling process succeed because their staff members regard them as part of the sales team -- but coaching the team is just as important as...

Would your selling improve if you worked for the best sales manager in the United States? I’ll bet it would. Great sales managers offer business insight, develop sales strategies, and motivate sales professionals...

"I’ve tried coaching my team. It didn’t work." Really? Was it the coaching that didn’t work, the manager’s coaching that didn’t work or was it more about how the coaching was delivered that...

I’m pleased to offer you the opportunity to have a complimentary registration to the upcoming Enterprise Engagement Expo and Conference, June 3-4, 2010 which I am speaking at. Simply go to eeaexpo.org, and...

Tip #3 for winning government proposals, with 10 tangible steps for simple, no-nonsense market research, building a pipeline quickly, and deciding whether to bid or not bid on a government contracting opportunity. The...

Ladies, when was the last time you heard some genuine words of encouragement and congratulations from another woman? I hope you aren’t smirking right now. You might be because hearing kind words and...

We hear so much about hosted applications, Twitter and Facebook that the use of email marketing are sometimes lost in the day to day media shuffle of business marketing and communication.

Another woman told me that she is looking for a new job. Why? She’s working for a difficult boss. This woman loves her job, is good at it and doesn’t want to leave....

What's In it For Me? - a technique for focusing on customer's needs directly applicable to winning government proposals. Also contains a lesson in what not to do when writing government proposals.