Sales Management Related Topics 
No More Cold Calling
JANUARY 9, 2020
million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per manager.
No More Cold Calling
JANUARY 16, 2020
Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do.
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No More Cold Calling
JANUARY 12, 2017
Tony Alessandra explains why the best sales managers learn on the job. This is particularly true for sales managers. For this month’s guest post, I asked Dr. Tony Alessandra to clear up the definition of formal knowledge versus street smarts, and explain which is better for sales managers. Below is his take.
No More Cold Calling
APRIL 4, 2013
In a report by The TAS Group, “ The Key Role of the Sales Manager ,” researchers found that managers only spend 37 percent of their workdays on leadership activities like: Planning—15%. Otherwise, save your company some money and don’t even bother. People development—11%. Proactive review—11%.
No More Cold Calling
JULY 14, 2015
The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. We’ve all worked for managers who thought they were the world’s gift to sales.
No More Cold Calling
FEBRUARY 11, 2016
But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.
No More Cold Calling
MARCH 10, 2016
Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. .” ” Does that mean everything else your sales reps have been saying is dishonest ? Instead, sales reps should say what they mean, and if it “goes without saying,” don’t say it.
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