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Coaching & Training

Sales Pipeline Management vs. Sales Forecasting

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for...

14 Jul 25

3 min read

By Norman Behar Read More

Coaching & Training

3 Reasons Why Sales Managers Focus on Selling vs. Managing

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus...

10 Feb 25

2 min read

By Norman Behar Read More

Coaching & Training

5 Key Factors to Set Your New Sales Hire Up for Success

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and c...

9 Dec 24

3 min read

By Norman Behar Read More

Coaching & Training

5 Key Factors to Set Your New Sales Hire Up for Success

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and c...

28 Oct 24

3 min read

By Norman Behar Read More

Coaching & Training

Sales Training Programs that Last: Five Key Success Factors

Sales organizations continue to invest in customized sales training but are often challenged when it comes to demonstrat...

14 Oct 24

3 min read

By Norman Behar Read More

Coaching & Training

How to Effectively Set Clear Sales Team Expectations

Establishing clear and consistent expectations is the bedrock of a successful sales team. They provide direction, foster...

9 Sep 24

3 min read

By Norman Behar Read More

Coaching & Training

Why Today’s Top Sellers are Poised to Become Great Sales Coaches

For years, there has been skepticism about whether top sellers can become great coaches. While promoting top sellers int...

29 Jul 24

2 min read

By Norman Behar Read More

Coaching & Training

Seven Ways to Get Out of a Sales Slump

If you are in a sales slump, the good news is that you have likely experienced sales success in the past and can get bac...

1 Jul 24

3 min read

By Norman Behar Read More

Coaching & Training

6 Ways to Break out of a Sales Slump

Salespeople, like professional athletes, face the inevitable highs and lows of their profession. During a sales slump, y...

25 Mar 24

3 min read

By Norman Behar Read More

Coaching & Training

How to Maximize Your Sales Training Budget

Staying ahead of the competition requires a skilled and knowledgeable sales team. Opting for sales training is an invest...

27 Dec 23

4 min read

By Norman Behar Read More

Coaching & Training

5 Ways to Increase Sales Performance in 2024

As buying behaviors continue to change, so does the market. To stay competitive, organizations need to find ways to maxi...

4 Dec 23

3 min read

By Norman Behar Read More

Coaching & Training

4 Steps to Achieving Sales Goals by Setting Subgoals

Success in sales demands more than a distant target. It requires a clear roadmap and smaller victories along the way, or...

22 Nov 23

3 min read

By Norman Behar Read More

Coaching & Training

Developing Accurate Sales Forecasts

Sales forecasting is not just another corporate chore. It is the cornerstone of informed decision-making and the financi...

13 Nov 23

3 min read

By Norman Behar Read More

Coaching & Training

3 Ways to Incorporate Sales Training at a Sales Kickoff (SKO)

Given that one of the most important differentiators for sales professionals is how they sell, it is natural to want to ...

23 Oct 23

3 min read

By Norman Behar Read More

Coaching & Training

3 Ways to Prepare Your Sales Team for Slow Economic Growth

With buying behaviors turning more conservative, sales velocity has slowed, presenting new challenges for sales leaders....

11 Sep 23

2 min read

By Norman Behar Read More

Coaching & Training

How to Manage Underperforming Sales Reps

Managing underperforming sales reps can be a daunting challenge, but it is not insurmountable. As a sales leader, you ca...

10 Jul 23

4 min read

By Norman Behar Read More

Coaching & Training

How to Pinpoint the Root Cause of an Underperforming Sales Rep

Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support t...

21 Jun 23

4 min read

By Norman Behar Read More

Coaching & Training

Sales Pipeline Management vs. Sales Forecasting: What's the Difference

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for...

19 Jun 23

3 min read

By Norman Behar Read More

Coaching & Training

Managing Sales Behaviors to Improve Sales Performance

When sales teams don't meet their sales targets, managers usually look at the sales outcomes to figure out what went wro...

14 Jun 23

4 min read

By Norman Behar Read More

Coaching & Training

6 Benefits of Coaching in Sales (And Why It Should Be a Priority)

Why do some sales managers hesitate to coach their teams? What's stopping them from embracing a practice that can transf...

5 Jun 23

5 min read

By Norman Behar Read More

Coaching & Training

Building Your Pipeline in a Challenging Economy

With many companies facing economic headwinds, sales leaders are looking for ways to grow revenues without adding headco...

8 May 23

4 min read

By Norman Behar Read More

Coaching & Training

Setting Up Your New Sales Hire for Success: 5 Key Factors

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and c...

22 Mar 23

3 min read

By Norman Behar Read More

Coaching & Training

The WHY Behind Effective Sales Coaching & Why Managers Don't Do It

Sales coaching is crucial in improving sales reps' performance and selling skills. However, many managers don't prioriti...

1 Mar 23

3 min read

By Norman Behar Read More

Coaching & Training

Use BANT in Your Sales Team Coaching to Win More Opportunities

Salespeople often spend too much time on opportunities that aren't qualified. So what can you do to help them better qua...

9 Feb 23

4 min read

By Norman Behar Read More

Coaching & Training

3 Proven Strategies to Improve Sales Without Adding Headcount

Are you being asked to do more with less? Today’s economic reality has companies looking carefully at budgets, especiall...

23 Jan 23

2 min read

By Norman Behar Read More

Coaching & Training

What to Keep Top of Mind When Selling in a Down Economy

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geo...

30 Nov 22

2 min read

By Norman Behar Read More

Coaching & Training

Sales Coaching Techniques to Avoid Top 5 Mistakes

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching i...

26 Aug 22

3 min read

By Norman Behar Read More

Coaching & Training

How Call Planning Can Improve Your Sales Win Rate

Improving win rates is a priority for sales organizations because too much time and energy are spent on opportunities th...

8 Jul 22

2 min read

By Norman Behar Read More

Coaching & Training

3 Reasons Sales Managers Focus on Selling vs. Managing

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus...

6 May 22

2 min read

By Norman Behar Read More

Coaching & Training

Four Sales Performance Metrics that Matter

Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortu...

18 Apr 22

2 min read

By Norman Behar Read More

Coaching & Training

Sales Management Styles (And Which One to Avoid)

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Sinc...

2 Mar 22

2 min read

By Norman Behar Read More

Coaching & Training

Setting And Achieving Annual Sales Goals for Your Team

Achieving sales goals is an essential part of sales management. While an annual sales goal may be “imposed” on a sales m...

26 Jan 22

2 min read

By Norman Behar Read More

Coaching & Training

How to Develop Your Sales Team To Be More Customer Driven

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight ...

6 Jan 22

2 min read

By Norman Behar Read More

Coaching & Training

How to Fix Stalled Opportunities in Your Sales Pipeline

Pipeline management is an ongoing challenge for sales managers. While it may seem that a pipeline with more opportunitie...

10 Dec 21

2 min read

By Norman Behar Read More

Coaching & Training

3 Key Skills You Already Have as a Non-Sales Professional

For some people, the word “sales” comes along with its own set of baggage and negative connotations. Your point of refer...

15 Nov 21

2 min read

By Norman Behar Read More

Coaching & Training

Leveraging Conversation Intelligence to Improve Sales Coaching

In our research report 5 Hallmarks of High-Impact Sales Organizations, we identified sales coaching as the top sales man...

1 Oct 21

2 min read

By Norman Behar Read More

Coaching & Training

The Challenge of Overreliance on Sales Stars, and What To Do About It

Many sales organizations have become overly reliant on their top sales performers to achieve their goals. While it is co...

31 Aug 21

2 min read

By Norman Behar Read More

Coaching & Training

The X Factor: 5 Key Qualities to Look for in Sales Trainers

The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to C...

31 Jul 21

2 min read

By Norman Behar Read More

Coaching & Training

4 Key Factors for Developing a Sales Training Program

When companies experience sales challenges, they often view sales training as the solution. While training can impact sa...

28 Jun 21

2 min read

By Norman Behar Read More

Coaching & Training

How COVID-19 Created a Collaborative Learning Experience Virtually

With in-person, instructor-led training off the table for over a year, companies had to innovate and leverage technology...

14 Jun 21

2 min read

By Norman Behar Read More