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Are Sales Managers Coaching Reps to the Right Outcomes? - Janice Mars, SalesLatitude
Are Sales Managers Coaching Reps to the Right Outcomes?

Too often, sales people struggle to build quality pipelines and work to close deals at the same time. Here are a few tips to help sales managers help them achieve both by coaching their team to the right outcomes.

How to Confidently Coach Best Sales Practices to New Reps - SalesLatitude
How to Confidently Coach Best Sales Practices to New Reps

After spending lots of money and time to onboard new sales reps, are you also spending an adequate amount of time coaching to ensure the best sales practices stick? Are you certain your coaching style will get the best results? Here are some tips for successfully coaching your new sales reps towards best sales practices.

Do This One Thing to Be a Successful Sales Manager - SalesLatitude
Do This One Thing to Be a Successful Sales Manager

When people ask me the number one factor I attribute to becoming a successful sales manager, my answer is always “fairness.” But while many sales managers out there have the same good intentions, they fall short on execution. Think about what makes you a successful sales manager, or is keeping you from becoming one.

Fill the Pipeline AND Sell Strategically: What's a Sales Person to Do? - SalesLatitude
Fill the Pipeline AND Sell Strategically: What’s a Sales Person to Do?

These days, when sales people and sales teams are coached, they typically get a lot of mixed messages. You know that thinking strategically about your customer from their point of view (and not yours) is tantamount to success for both your customers and for your sales team. However, sales teams are constantly asked to build …