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 ... Read Post

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 ... Read Post

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 ... Read Post

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 ... Read Post

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 ... Read Post

There is an economic principle called comparative advantage which can be a tremendous benefit to sales management. In economics, the term is used to describe the ability of a party to produce a particular good or service at a lower cost than another party, and take advantage of that fact in trade. For example one ... Read Post

A great sales leader inspires greater engagement and higher productivity from their team. It can be tempting to make the results your own personal goal, but the reality is, results should be the collective of each seller’s individual goals. Your job is to see to it that they achieve those goals in a way that ... Read Post

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. ... Read Post