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Oh, Waiter. Want to Join My Sales Team?

by Adam Shapiro | Jun 14, 2012 | Careers, Sales Leader, Sales Management

One of the drudgeries of sales management is combing through resumes looking for that “Aha Moment.” Through real or virtual stacks of Curriculum Vitae, sales managers wait and hope for at least one spark to jump out as the reason to contact the applicant and start the...

Try Turning the Tables on your Sales Team

by Adam Shapiro | Apr 1, 2011 | Sales Management

I had a two-hour "reinforcement" session with a client this week.  Instead of suggesting we do some sales call role plays and receive some eye rolls and slumped shoulders, I used a "Turn the Tables" approach. Here's how it went:   I...

Establishing a Sales Manager as Coach Culture

by Adam Shapiro | Feb 9, 2011 | Sales Leader, Sales Management, Today's Lessons

In a recent LinkedIN discussion, Michael Gerard asked:  How do you establish a culture in a direct sales organization that encourages first and second line sales managers to be better coaches versus simply "super reps"?What specific steps has your...

Can you Lead a Brainstorm in Ten Minutes?

by Adam Shapiro | Feb 2, 2011 | Sales Leader, Sales Management, Tools

File this entry under facilitation skills and sales management. Last Friday morning, I facilitated the first 2011 meeting of the Atlanta Chapter of the American Association of Inside Sales Professionals.  After an introduction and welcome from our gracious host Brian...

Recent Posts

  • Today’s Lesson: 18 Things I Know About Sales
  • Today’s Lesson: Perseverance & Problem Solving
  • Today’s Lesson: Lace ‘em Up!
  • Today’s Lesson:  Professional Rapper, I mean, Sales Person
  • Today’s Lesson: Working with Your Orchestra
  • Today’s Lesson: My Covid-19 Spring and Summer
  • Today’s Lesson: Defining Forecasting and Trust
  • Today’s Lesson: Ten Coaching Points
  • Today’s Lesson: Don’t Be Thankful
  • Today’ Lesson: Prospecting is Hard, Don’t Make it Harder
  • Today’s Lesson: Mixing Media
  • Today’s Lesson: Five-Tool Players
  • Today’s Lesson: Robert’s Rules of Order
  • Today’s Lesson: The One Thing
  • Today’s Lesson: Check Yo Self

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About SalesReformSchool™

Adam Shapiro has been helping individuals, teams, and enterprises since 2004.  Using a sales process, messaging and disciplines framework, Adam applies his proven process to what and how his clients sell resulting in improved sales performance.

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