Hold Your Reps Accountable for 3 Things
As a sales manager, you simply cannot allow your reps to convince you that they don’t need your help. I see this frequently when managers tell me that their top reps do not like them to ride in the field with them, and I hear all kinds of excuses: “The accounts don’t like it” and,
Five Things Sales Managers Should Do on Every Coaching Visit
We have been directing our sales managers to spend more time in the field with their reps this year. I am always surprised at how much anxiety they have about these ride alongs, or coaching visits. Reps are understandably nervous the first few times a manager spends the day with them, but after that, if the manager
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