Revenue Enablement for Staffing Professionals | Sales Coaching

Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable

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Dan Fisher
Dan Fisher
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August 04, 2020

The Leadership Your Salespeople Need to Sell During Difficult Times

We all know that Covid-19 has wrecked havoc and created economic uncertainty for businesses all across the globe.  For many sales leaders, this economic uncertainty has shaken their confidence and sewed doubt and fear. ...

Dan Fisher
Dan Fisher
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June 18, 2020

High Emotional Intelligence, Key to Leading During Tough Times

According to Psychology Today, Emotional intelligence (also known as EQ (Emotional Quotient) or EI) refers to the awareness of and ability to manage one’s emotions. It also refers to one's ability to influence another's ...

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Dan Fisher
Dan Fisher
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September 10, 2019

Three Strategies to Improve  Manager Productivity

The daily routine of a selling branch manager, sales manager or recruiting manager is nothing short of chaotic.  From supporting  recruiters and sales reps on calls to completing administrative tasks and monitoring ...

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Dan Fisher
Dan Fisher
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August 15, 2019

The True Purpose of Sales Metrics and How to Coach to Them

Perhaps you've heard the management adage, you can’t manage what you don’t measure.

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Dan Fisher
Dan Fisher
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May 20, 2019

Three Ways to Structure Sales Coaching for Maximum Impact

Studies show that sales coaching, not training or performance management is by far the most powerful tool for improving sales performance.  Yet there are a number of obstacles that stand in the way of sales managers ...

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Dan Fisher
Dan Fisher
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May 19, 2019

Three Reasons Why Managers Should Dedicate More Time to Sales Coaching

There are sales managers who coach, mentor and develop their salespeople and there are sales managers who don't. Sales managers who fail to coach are not necessarily bad managers, but they are neglecting an amazing ...

Sales Coaching Whistle
Dan Fisher
Dan Fisher
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May 19, 2019

Seven Essential Sales Coaching Skills

Do you want to lead your sales team and each of your team members to achieve even greater success?  As the manager do you want to increase the value of each of your team members? Of course you do!  Sales coaching is the ...

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Dan Fisher
Dan Fisher
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May 19, 2019

Sales Coaching 101, The What, Why & How

What exactly is sales coaching and what does sales coaching entail? You hear a lot about sales coaching these days. It’s one of the key skills of the modern sales manager.  In this blog post I'm going to provide an ...

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Dan Fisher
Dan Fisher
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September 27, 2018

How to Conduct (Peer) Deal Reviews

Studies show that sales leaders who operate with a consistent and repeatable sales cadence outperform those who don't.  Daily huddles, and a weekly sales forecast have become commonplace for most sales teams.  As part ...

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Dan Fisher
Dan Fisher
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June 28, 2018

The Difference Between Sales Coaching and Manager Feedback

Our lives have become inundated with feedback. Think about all of the apps on your phone that you use to grab a ride, rent a villa, book a hotel room, make dinner reservations. They all give you the option for ...

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Dan Fisher
Dan Fisher
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June 26, 2018

Sales Coaching Targeting Your Core Performers

Many sales organizations have invested more time, money and effort over the past few years training their sales managers to improve their sales coaching skills then they did in the previous twenty-five. This makes ...

Sales Coaching Whistle
Dan Fisher
Dan Fisher
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June 19, 2018

The Case for Hiring a Full Time Sales Coach

Anyone who has been in sales management for any length of time knows that the key to retaining salespeople and transforming average sales performers into top performers is sales coaching. Yet the roadblocks and reasons ...

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Dan Fisher
Dan Fisher
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November 01, 2017

Diagnosing Why Your Sales Reps Are Under Performing

Imagine going to your family doctor for your regularly scheduled check up and after catching up and discussing your your holiday plans and how your kids are doing, your doctor instantly gives you a clean bill of health. ...

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Dan Fisher
Dan Fisher
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September 13, 2017

5 Reasons Why Salespeople Focus on the Wrong Sales Activities

Having worked with hundreds of IT staffing CEO's and business owners, I’ve heard more than my fair share of frustrations and complaints over salespeople spending too much time on the wrong activities. I'm talking about ...

Dan Fisher
Dan Fisher
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August 18, 2017

The 6 Most Common Reasons Why New Sales Managers Fail

In corporate America it's standard operating procedure to promote the top sales performer into management despite the fact that it's common knowledge that many of those top performers struggle with leading and managing ...

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Dan Fisher
Dan Fisher
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August 15, 2017

The Importance of Sales Cadence

Today’s sales leader is expected to be part sales superstar who still closes deals and models the desired sales behaviors, part sales trainer, part CRM/ATS expert, part “chief problem solver,” and responsible for a ...

Dan Fisher
Dan Fisher
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August 03, 2017

Seven Traits of a High Performing Sales Culture

Every IT staffing sales organization has a sales culture.  Great ones are hard to come by because they take a long time to develop and tremendous effort to sustain.   Sales teams can have a lousy sales culture but still ...

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Dan Fisher
Dan Fisher
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April 28, 2017

Are you an "Old School" or "New School" Sales Leader?

What does it mean to be an effective sales leader in today's ultra-competitive staffing industry with a constantly evolving talent workforce? By 2025, experts predict that millennials will make up 75 percent of the ...

Dan Fisher
Dan Fisher
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April 19, 2017

How to Establish Fair, Challenging Sales Quotas

Each year sales leaders are faced with the agonizing task of creating fair but challenging sales quotas.  As a sales leader or business owner, the single task of establishing sales quotas arguably wields the biggest ...

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Dan Fisher
Dan Fisher
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January 04, 2017

Four Compelling Reasons For Training Your Sales Managers First

Most staffing leaders would agree that leading change and driving adoption of new skills, systems, processes and methodologies is challenging. Despite the challenges however, these same leaders also know that when done ...

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Dan Fisher
Dan Fisher
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September 15, 2016

How HubSpot Holds New Sales Reps Accountable to Their Sales Training

Based in Cambridge, MA HubSpot is a high growth company providing inbound marketing software and content management tools to small and midsize business. Their growth has been impressive. Hubspot launched in 2006 with ...

Dan Fisher
Dan Fisher
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September 06, 2016

How to Set Goals and Expectations with Your New Hires

As IT staffing firms continue to achieve success and rapidly grow, they also continue to face the never ending challenge of sales onboarding and accelerating new hire ramp up time.  Hiring a new employee is ...

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Dan Fisher
Dan Fisher
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July 25, 2016

How to Encourage and Sustain a Culture of Continuous Learning

If you're not learning you're not growing and if you're not growing you're dying

Dan Fisher
Dan Fisher
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May 24, 2016

3 Ways to Turn a Good IT Staffing Salesperson Into a Great Leader

Who’s the best person to head up your IT staffing firm’s sales team? The obvious choice is whoever your best sales rep is. That’s what you’d think, anyway. But you’d be wrong.

Dan Fisher
Dan Fisher
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February 08, 2016

How to Run Your Morning Req Meeting

When we launch a new client project with a brand new customer we start off by spending a few days in their office so we can get to know the team, understand their processes and best practices and ultimately benchmark ...

Dan Fisher
Dan Fisher
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February 02, 2016

6 Ways Top Sales Leaders Create Sales Culture

The number # 1 job of any sales leader is to develop their people ensuring they maximize their potential and ultimately hit or exceed their sales quota.  But how do they do it In today’s competitive IT staffing market ...

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Dan Fisher
Dan Fisher
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September 18, 2015

What a VP of Sales Does in an IT Staffing Firm

As you can probably image, being in the sales training business, I get many requests from my clients asking me for referrals when it comes to hiring sales people, especially sales leaders.  And the more that I see and ...

Dan Fisher
Dan Fisher
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February 23, 2015

Sales Coaching, Your Path to Improving Sales Performance

You know what the most powerful sales management tool is to improve sales performance?  Sales training? Nope. Compensation? Nope. Reporting and business intelligence? Nope. Incentives? Nope. Performance reviews? Nope. ...

Dan Fisher
Dan Fisher
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April 16, 2014

Sales Performance Management Best Practices

A few years back I was attending a session at the Staffing Industry Analysts Executive Forum.  The speaker made the comment “in the staffing industry we’re too quick to hire and too slow to fire.”  That quickly struck a ...

Dan Fisher
Dan Fisher
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February 19, 2014

How To Transition From Sales Manager to Sales Coach

A study conducted by CSO Insights found that a group of under performing salespeople had a win rate of 41% of their FORECASTED deals.  NOT pipeline, but deals forecasted to close.  Indeed, that is under performing and a ...

Dan Fisher
Dan Fisher
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May 06, 2013

Why Focusing on Closest to the Money is a Waste of Time

Sales pipeline management including sales forecasting accuracy and velocity has become a major challenge for IT staffing firms including sales leaders and CEO's.  Opportunities appear to be plentiful but business owners ...