The first step in creating top sales coaches is recognizing that most sales managers do not invest enough time coaching their salespeople.  And worse, when they do coach their sales team, they often focus on short-term results rather than mid-to-long-term development.  Top performing sales managers spend at least 50% of their time coaching salespeople and do so in a consistent, structured fashion that drives individual improvement for each team member.  

Download this helpful infographic as a reminder of the 4 steps for leading virtual teams.  Outcomes of using Improv techniques to manage virtual teams Greater trust within virtual teams  Speed to deliver on business outcomes  Radical collaboration = quicker turnaround  Balance accountability with autonomy  Accountability and engagement on tough projects  Practical skills to manage difficult or negative conversations in a positive way  Techniques to improve empathy and patience

Want to find more leads with less competition? Your happy clients have the key - their referrals! Create a referral program for your business then get your whole company using it. Referrals are one of the quickest ways to fill your pipeline and close faster than any other lead but how do you reward people who refer you?  

Michael Bungay Stanier was named #1 Thought Leader in Coaching in 2019, and he is the author of the best-selling coaching book of this century: The Coaching Habit.

Are your deals stalling or ending in the status quo more often than they should? You’re not alone! Depending on the research you read, the number of opportunities that end in "No Decision" ranges from as low as 23.5% to as high as 60%, and increasing in the new virtual sales world. Whichever is accurate for your company, most can agree that it’s far too high. To make matters worse, the number of stalled deals (where buyers have essentially ghosted you) is almost legendary.

Bar charts and pie charts have their place, but they only take you so far. This session will show you the secret ins and outs of Microsoft Office to create unique and highly visual charts such as Proportional Shapes, Panel Charts, Bullet Graphs, Unit Charts and more in PowerPoint and Excel.

Why are some companies thriving in the current environment while others fall behind? The secret is modern sales enablement. Today’s winners are mastering virtual selling with an up-to-date approach to content, tools, and knowledge to help their sales teams succeed.

Are you ready for the new normal? Virtual selling—working a deal remotely when you can’t be there in person—is how to close B2B deals today. With business uncertainty at an all-time high, any vendor that’s not on board will get trounced by their competition.

A high-performance sales culture is built strategically by building a high-performance team. At the core is building a sales talent pipeline that ultimately leads to building a strong team of A players who achieve revenue results - essentially, your company's competitive advantage. 

One of the major challenge’s organizations face in the workplace are people's ability to handle conflict. There are two sides of conflict when people are confronting one another somebody who is delivering the conflict and somebody who is receiving it.

Marvel at how amazing your presentations can be using only Google Slides. Create visual, dynamic, engaging slides that help your audience learn, in this interactive session packed full of real-life examples of bullet points transformed into meaningful visuals.

If you're in the training business, you're in the business of behavior change. And, wow, it's really difficult. We are all, literally, creatures of habit. Our role in helping people have the courage and discipline to change the way they act is significant and tricky. 

Q4 is upon us. It’s been a tough sales year. Your sales team has one last quarter to pull the numbers up. Prospecting and closing business around the holidays present a challenge and salespeople lose focus. What can you do to prepare your reps to look for last minute opportunities and make one final push? What can your sales reps say to get contacts to meet and close a sale with little time left in the year?

2020 has been a challenging year for sales leaders. If you weren't facing disruption before, the global pandemic pushed it upon you. Almost overnight, all sales positions transitioned to "inside sales." And the new normal of virtual selling comes with its own challenges of video conferencing fatigue, sourcing and calling buyers' mobile phones, and a decrease in email open rates.  

How much time, money, and effort is your company currently investing in its digital marketing strategy? Every organization knows they need digital marketing, but for many it is just not a priority. There is either no budget, no staff to manage it, or the organization simply does not have the knowledge or experience to implement an effective strategy. If having a digital marketing strategy is not a priority for your organization today, you need to make it one. Download this white paper to find out why.

Sales teams have faced a long list of challenges this year due to the pandemic. Travel restrictions and meeting cancelations have put quotas at risk. Even with some reopening, in-person meetings are rare.

As we all know, salespeople absolutely love to win and hate to lose—and think they can win every deal. Sales management might say, "I love to win as much as the salespeople, but only if it’s the right business!" Sales managers well know the hot pursuit of a win can backfire when salespeople go after deals that aren’t profitable and, frankly, may not be winnable.

When you are speaking to executives about training initiatives, to get approval or update them on progress, you need to use visuals that effectively communicate the information they need to make decisions. 

Selling is hard enough - don’t make it harder by ignoring your customer’s buying journey.  Sales strategies that take into consideration how customers go through their buying journey will lead to winning more sales. 

Do your salespeople send one follow-up email and expect results? With everyone working from home during this turbulent time it’s extremely important that your company has a proper follow-up sequence to get the highest conversion. Prospects do reply to cold emails but it’s on you to make sure your sales team is more persistence than your competitors.

How do you ensure installation of learning for your front-line leaders and management team?  No matter the modality, there needs to be a process of engagement in place that ensures successful implementation.  Through an engagement matrix, AMA will outline the necessary steps to ensure a successful transfer of skill development as it aligns to recognizing managerial competence within your organization.  AMA will share best practices on how to ensure the probability for success in a virtual learning environment.

AI is changing the world. AI in sales is changing the way managers coach. Using AI managers get a deep insight previously unavailable to them for their coaching efforts. With insight from AI managers can craft the exact coaching to match the person and the skill development need. With AI managers can coach selling skills better in less time. 

Who you are and why the rest of the world should want to do business with you is one of the most important keys to your success--it’s all about your personal brand! But like anything else, care must be taken to ensure that it is properly developed, maintained, and refreshed as needed.  

Relationships have always been important in selling. Even in the new digital age, making personal connections based on trust and integrity, and supporting client goal achievement, remain essential to top sales performers. Unfortunately, many average salespeople operate under the impression that strong business relationships "just happen" when you get to know someone.