Your Sales Management Guru

OCTOBER 24, 2011

Sales Leadership: It’s time to gear up your recruiting! . I have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. At this time of year, like it or not, every salesperson is assessing their current status, their organization, what they are selling and a pending new compensation plan in 2012.

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Your Sales Management Guru

OCTOBER 31, 2011

Sales Leadership: Making Monday’s Marvelous. In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager. As I am sitting the airport, on this Monday morning, on my way to New York City to speak at an event it occurred to me that those first two or three hours on Monday morning are critical to set the tone for the week.

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Your Sales Management Guru

OCTOBER 3, 2011

Align Sales Compensation with Your Goals. A compensation plan that works. Note: This weeks blog is a excerpt from my new book: “Creating High Performance Sales Teams” When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services.

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Your Sales Management Guru

OCTOBER 17, 2011

Sales Leadership: Zen and Art of Golf . One of my more popular blogs last winter was “Zen and Art of Snow Shoveling” based upon the famous book: Zen and Art of Motorcycle Maintenance and after yesterday I thought I might leverage that title one more time. Yesterday was a lovely fall day in the Smoky Mountains. The sky was bright blue, no clouds, the leaves are changing into brilliant colors, the air was warm and I had a 1pm tee time.

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Your Sales Management Guru

OCTOBER 10, 2011

Corporate Entrepreneurship : Good for both small and large business. My reading pattern normally is to read a “business book” then switch to a “fun book” and then back to a business book; this routine allows me to read a diverse number of books and keeps me current and thinking creatively. The latest business book I finished is titled: Corporate Entrepreneurship: How to create a thriving entrepreneurial spirit throughout your company.

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