What if There Were No Sales Managers?

Every one knows that sales people are very personable types. They Relationship builders, they people people and some say that they have the gift to gab. With all these attributes and many more they seem to be quite lacking in the organizational paperwork arena.

Hiring the Best Sales Athletes

The principal driver of sales productivity is the quality of an organization’s salespeople.

Sales Force Follies: The Tribal Wisdom of Many Sales Forces

The tribal wisdom of the Dakota Indians, passed on from one generation to the next, says that when you discover you are riding a dead horse, the best strategy is to dismount. In many sales organizations, the heavy investment in existing sales practices makes dismounting unfeasible, and these creative strategies are adopted instead:

5 Training Tips for Sales Managers

How do you get your sales team solidly behind your telephone sales campaign and telephone sales goals?

Increase Your Pipeline: Deploying the Cost Effective Sales Team

As we all know from the go-go days, deploying a new sales team takes significant investment, especially if the sale cycle is lengthy. When venture investment was pouring in, I saw scores of companies spend months building and investing in a sales infrastructure before a single call was made! Their new sales VP would first start his search for regional managers who would subsequently recruit field reps. And then, after the grand sales kick off, it was 6-9 months before the first sale! This just isn’t practical for most companies, regardless of the economic environment.

Looking Inside of Your New Business

Starting a home business is like putting together a jigsaw puzzle. You're facing a pile of scattered pieces and it may be a little uncertain where to begin.

Leveraging a Sales Person's Motivation

Sales Managers need to evaluate each sales person’s motivation, skills, and the thinking supporting them due to shifting corporate goals and competitive threats.

Invoke The Passion of Your Sales Staff and Drive The Revenues

The revenues and earnings growth is driven by the corporae culture that thrives on building customer relations, and help their customers grow their business

The Danger of Success

Sometimes success makes us forget the skills we used to acquire it. Then as time goes by, when we need that skill once again, it has atrophied to the point where we can't do it anymore. That can be disasterous.

Don't Waffle On Terminating Non-Performing Salespeople

When you can see that a sales person's not performing and that you can see that they're not making steady progress in improving their sales activity and pipeline and actually closing business. The best rule of thumb is to act quickly, to let that kind of person go so that you can make room for replacing them with somebody who can be more productive.

Managing Sales Mavericks

Mavericks can have a huge impact on bottom line for your company, but they also can be a big drain on your organization. Often times, these mavericks won't follow the company's policies and procedures when it comes to sales process, selling methodology, reporting forecasting, using your CRM tools, etc. What do you do with these mavericks and how to you manage them to a better result?

Piloting the Hiring of Top Sales Performers

Without question the most critical skills in sales management are recruiting, selecting and hiring the best sales representatives. Yet why do so many sales managers come up short in these vital skills? If your goal is to land a top sales performer, then you might want to compare how flying a plane is like picking a superb sales person.

Sales Opportunity Management: The Key To A Sales Turnaround

Does your company need a sales turnaround? As we enter the new year, it's a great time for us to take a fresh look at our sales performance in our companies and take action to turn around those aspects that we're not satisfied with or which are lagging behind our expectations. Putting together a sales turnaround plan for your company can be done fairly quickly and fairly easily.