ARTICLES

Undertrained sales managers often make common mistakes

January 17, 2020
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. Read More

Multitasking, focus and other stuff

December 13, 2019
I just had a conversation with a sales manager at my last seminar. Read More

The flip side to customer relationships

November 22, 2019
In the B2B world, the relationship between the customer and the vendor and, more specifically, the vendor’s salesperson, can be of utmost importance. Read More

Do you have a selling system?

October 11, 2019
“I have my own style of selling.” Read More

The good, bad and ugly of joint sales calls

September 20, 2019
One of the fundamental principles that I’ve held to for my career in sales is this: One of the best things a sales manager can do is make joint sales calls with his/her salespeople. Read More

Focus on sales managers first

August 9, 2019
When budgets are limited, the single most effective use of training money is not on the salespeople but rather the sales managers. Read More

The secret strategy for meaningful sales meetings

July 12, 2019
With a little bit of preparation and a thoughtful approach, sales meetings can be powerful and meaningful events. Here’s how to make that happen. Read More

Is the solution them, or is it me?

June 14, 2019
In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. Read More

Stop the bleeding: The biggest unacknowledged cost in sales

May 10, 2019
The following scenario plays over and over again in every one of your sales territories every day. And it costs you hundreds of thousands of dollars annually. Read More

Why good salespeople often turn into mediocre sales managers

April 5, 2019
We’ve all done it: promoted a good salesperson, often our best, to sales manager. Read More