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As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. Moreover, you must be honest with yourself and your executive team because in today’s competitive marketplace and uncertain economy, it is difficult to manage sales structures, products, policies, and sales staff while keeping executive ...

Many people assume that top sales teams can only be found in Fortune 100 or Fortune 500 companies. Regardless of company size, the best performing sales teams execute similar best practices. The good news is that you don’t have to reinvent the sales management wheel. You only need to duplicate and install these 3 proven ...

Most of us spend a good percentage of our business day in meetings. Some are good and some are bad but client meetings should always rock. Each and every sales meeting with a client should be productive (moving the sales cycle forward) and reinforce the client’s choice to do business or consider doing more business ...

Would you agree that the success of a team will be determined, in large degree, by the manager of the team? For most they would agree. If that is the case, what specifically do we need to do as managers and leaders of teams to ensure success? I sucked in my first management role. I ...

What would your company look like if your salespeople were totally in sync and performing well as a team? You’d be experiencing what I call “smooth selling.” Calling on the right target market, articulating the value your company offers in a way that resonates with your customers, finding out more about business plans and services ...

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 ...