What is sales management trying to do? Some would answer, “the impossible.” It is charged, first and foremost, with making sure sales targets are met. That means making sure each salesperson is making his or her quota, providing any possible assistance or tags for sales reps where needed, and correcting any that are not making ... Read Post

There is a concept about CRM solution that may be new to some: it should actually assist and even empower salespeople. Instead of being viewed as a “necessary evil” by sales reps, salespeople should be able to rely on CRM to be their personal “automated assistant” in tracking sales through their pipelines, helping them get an ... Read Post

While not always regarded as such, salespeople are in actuality entrepreneurs within the enterprise. Just as an entrepreneur would create a business by seeking out and exploiting opportunity, so does a sales rep qualify the right leads and turn them into sales. When allowed to function as the entrepreneurs they are, salespeople thrive—right along with ... Read Post

An entrepreneur is someone who forges their own path through business and life. They perceive opportunities that others miss, and turn those opportunities into profit. Entrepreneurs excel at being creative in the moment, and utilizing that skill to theirs and others’ considerable benefit. Notable examples of such people in modern times are Steve Jobs, Sir ... Read Post

Precise and accurate estimation of risk and security is the foundation of success for entrepreneurs. What this means is that the entrepreneur evaluates each risk taken against the security of the enterprise and his or her own position. Successful entrepreneurs always approximate the right balance between them, so that the existing activity and organization is ... Read Post

Traditionally, salespeople have been regarded as special—if for no other reason than they can do something many others can’t: sell. But natively, salespeople are in actuality entrepreneurs within the enterprise. If we take a closer look at why this is and what that means, we can see there are many ways you could empower salespeople ... Read Post

Traditionally sales strategies are formulated on an executive level, taking many factors into account including marketing data, market trends and potential opportunities. But without taking the viewpoint from the level of the sales rep—and the actual potential possible at that level—into account, you could be missing out on one or more gold veins. Traditional View ... Read Post

Within companies throughout the world, sales strategies depend on salespeople—and salespeople are viewed in greatly differing ways. Some admire them for doing a job that most others can’t; others view them as people that fulfill a vital function but need to be monitored and controlled; yet others consider them annoyances and prima donnas. Putting good ... Read Post