sclark, Author at New School Selling

All Posts by sclark

Effective Sales Management: Coaching

The manager whose first priority is developing his people knows that frequent coaching delivers consistent financial results. Regular scheduling of coaching and review must be an agenda item that’s written in ink, not penciled in. Coaching is a system that “grows” people by enabling them to learn through guided discovery, not by showing or telling […]

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Effective Sales Management: Motivating

A sales manager can motivate and inspire salespeople in three ways. Proper compensation plans, conducting effective sales and training meetings, and helping salespeople set higher goals and objectives. Salespeople are motivated by ambition, the need for recognition and of course compensation. To prompt salespeople to higher levels of performance it is necessary to design an […]

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