Category: Sales Management

7 Ways to Make Selling Easy OK, if you’re looking for some magic formula to suddenly transform your salespeople into super achievers, you won’t find it in this post. What you will find is...

The Power of Sales Management Coaching     Did you know that US companies spend $20 billion every year on sales training? Did you also know that almost 90% of that money has no...

A Common Sales Management Trap     I quit! I’ll be going to work for the competition. Those are the words that Tom heard from his top salesperson early on Monday morning. He’s stunned....

A Basic Selling Process     Consultative selling, relationship selling, client based selling. There’s a lot of confusion about selling processes these days. Is there any difference? What exactly is each one … what...

Are You Getting in Your Own Way?     It’s Friday afternoon again and you’re wondering where your week disappeared to. You started out on Monday morning with a list of items that you...

Are Your Sales Meetings Ineffective?   Do you run dynamic and effective sales meetings or are they the same old boring kind of meetings that everyone else runs? Sales meetings in general have a...

Power of Consistent Effective Behavior     One of my first real sales jobs was with a small division of a billion dollar food company. My annual salary was $7,800. I also got a...

What Salespeople Want from Their Manager     What does your salesperson really want from you? What does he expect from the company? What do you need to do to find and retain great...

Firing Salespeople   You’ve got to know when to hold ‘em, and you’ve got to know when to fold ‘em.   Kenny Rogers, The Gambler. Firing salespeople is one of toughest sales management challenges. In...

Great Sales Managers Are Created, Not Born   My friend Mike was in a funk last week. His boss, the national sales manager was coming to town to work with him. “Relax Mike” I...