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I’ve always maintained that a truly great person responsible for a team of sales professionals doesn’t “manage” at all. Traditional sales “managers” spend their time enacting what the sales discipline prescribes. Their intent is to move the sales team up the learning curve on sales fundamentals to make sales individuals better; to improve their performance. ...

For many of us, the start of a new year is the perfect time for reflection on the decisions we’ve made over the last year. What didn’t work? What did? To meet this year’s goals, what should we continue doing and what should we cease? Since you may be in the midst of such reflection ...

1) It’s buyers who are in charge The time has passed of mystery in the sales process. “Selling” doesn’t happen anymore—it’s only buying. Since potential customers can find near perfect information online, salespeople must transform themselves the the role of “authority” to “consultant.” Product narratives have to tell stories, and businesses must have the agility ...

“You can’t handle the truth!” is a favorite movie line that was delivered by Jack Nicholson in the movie A Few Good Men. Some people have difficulty handling not only the truth but also creative answers, and not just for business but in social settings, too. I recently learned that an old friend, John, now ...

The job of a sales manager is to provide a succeeding environment for salespeople. Part of that is the provision of intrinsic competitive value in the product or service being sold. Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal ...

All about the hardest job in a company--and where a sales manager should stop, go and yield.

Building a top-notch sales force is a dynamic endeavor. It requires a solid foundation of leadership, market focus, sales process and ongoing management. In Part One we addressed Leadership and Market Focus. Many organizations have one or two of these critical components in place and wonder why results may be lacking. Is your sales force ...

Subjective value is the perceived value of your product or service in the mind of the prospect. According to one of the founding fathers of the Austrian School of Economics, Ludwig von Mises, “Value is not intrinsic, it is not in things. It is within us; it is the way in which man reacts to ...