Sales managers and off-the-cuff comments. We’ve noticed that one of many adjustments new sales managers must make is thinking about the impact of off-the-cuff comments. Because they are now in sales management, what the new sales manager says is taken more seriously. While not necessarily a negative, an off-the-cuff comment can often have more influence than the sales manager intended. Management Messaging. But even when times are “good” management messages can be misinterpreted. Company Grapevine. MORE >>

Much has been shared about his coaching style and his management philosophies. We were reminded of this point while thinking about how sales reps and their managers react after one of their plays. For example, some spend an inordinate amount of time “enjoying” a successful sales call – thinking:  “Wow, after that great presentation we should have this one in the bag.”  Sales reps sometimes forget this confidence lesson.  They become gun shy after something goes awry in a sales opportunity. 2012 Sales Horizons, LLC. Duke Blue Devils. MORE >>

 Sales Leadership: The Impact of a Creating a Sales Process  . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  Recently in working with a client we spent about two hours simply documenting what a salesperson should do on each of the various steps of their sales process, it enlightened the existing sales manager and created the beginning of a new sales driven culture for the company.  The Results! MORE >>

You must dumb it down to prevent the ‘juice’ connected with your sales proposition to run out. For example, don’t refer to your product as a ‘predictive analytics solution’, if what it does – from the buyer’s perspective – is to identify the right person to call. I’ll give you an example. It’s just an example : You:         “What are the odds that your revenue will increase by 5% this year with the tools and processes currently in place?” Sales ManagementDon’t tell them. MORE >>

'I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below. The majority of Sales VPs are guilty of at least one. Here are the Top 5 Sales Management Myths we see in the field: 1. My ''A'' Players Don’t Need to Follow The Sales Processes or CRM Procedures": Too many “A” Players are given carte blanche to execute their sales calls. MORE >>