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4 Key Things I Tell Every Sales Manager

4 Key Things I Tell Every Sales Manager

Sales Management / Mar 28, 2018 / Janice Mars

Being a sales manager is one of the hardest jobs in the sales profession. You have a million plates in the air. You need to manage up the chain, and manage your sales team to get the best possible business results. Do you have what it takes to be an effective sales leader? Most likely, ... Read Post

6 Things Great Sales Managers Do Differently

6 Things Great Sales Managers Do Differently

Sales Management / Mar 28, 2018 / Kevin Davis

When we think of an effective sales manager we often think of someone who manages a sales team that consistently hits the sales goals and objectives set by their company. But success is more than a number. Here are six things that the best sales managers do differently. Things that you can implement to create ... Read Post

When Your Sales Manager Sucks

When Your Sales Manager Sucks

Sales Management / Mar 27, 2018 / Meridith Elliot Powell

4 Strategies To Succeed No Matter What I was 27 years old when I got my first job in sales. I was thrilled to finally be given an opportunity to make some “real money.” After years of working in customer service, I had talked my supervisor into giving me a chance to make sales calls ... Read Post

Sales Managers: Focus on Employee Engagement

Sales Managers: Focus on Employee Engagement

Sales Management / Mar 26, 2018 / Deb Calvert

What if you could boost the retention rates of your star performers, increase overall sales productivity, heighten levels of customer satisfaction and loyalty, grow top line revenue AND improve bottom line profit margins? What if one, single thing could do all that? Would you do that one thing? Of course you would! So why aren’t ... Read Post

The True Impact of Sales Competition

The True Impact of Sales Competition

Sales Management / Mar 25, 2018 / Brian Sullivan

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. We must know them and account for them. But what do we see in much of the competitive analysis done today? Competitive ... Read Post

Don’t Become a Prisoner of Your Sales Experience

Don’t Become a Prisoner of Your Sales Experience

For Sales Pros / Mar 24, 2018 / Joe Micallef

When I ask sales leaders about their strategy for growth, more often than not they tell me it is simply to hire experienced salespeople. But really that just means recruiting resources rather than taking a true strategic approach. In addition, sales leaders also tell me that sales coaching of their teams is not consistently needed ... Read Post

What Holds Back Small Business Sales Teams?

What Holds Back Small Business Sales Teams?

Sales Management / Mar 23, 2018 / Shawn Karol Sandy

My company’s clients are usually classified as “small businesses”—although I personally despise that term. It is these very same “small businesses” that actually power the U.S. economy! In fact the last census (2010) showed that small businesses (defined as having less than 500 employees) comprise 99.7 percent of the employer firms in this country. So ... Read Post

The Age of Remote Sales Training

The Age of Remote Sales Training

Sales Management / Mar 22, 2018 / Catherine Brinkman

Why The Days of Live In-Person Training Are Coming To An End In recent years I have noticed something: more and more of my clients do not want live in person training. They want training done remotely. When I first started to facilitate online training way back in 2012, I found it difficult to ensure ... Read Post

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