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If you’re a football fan you might recall, from 1967, that winning touchdown that Vince Lombardi scored against the Dallas Cowboys. Or if you’re a European football fan (known as soccer to us Yanks) you might remember, a few years back, all those goals scored by Sir Alex Ferguson for Manchester United. Or moving over ...

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, ...

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 ...

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 ...

Sales managers and leaders can impact the quality of the sales conversation and win ratios by asking the right questions at the right time. Successful sales leaders have a solid deal review guide as part of their Sales Leadership Playbook. The questions can be used during pre-call planning, as part of 1:1 coaching or during ...

Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three years have been tough, and she was looking for new ideas for 2018 to excite her team and to simply change up the routine. Since my keynote ...

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 ...

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 ...