WFH and Sales Managers
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APRIL 21, 2020
Will all your sales team go back to working out of the office?
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Sales Management Related Topics 
What Makes a Sales Manager Awesome or Awful?
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APRIL 14, 2017
Al Martin was the best sales manager I ever had. Once Al and I went in person to a sales call. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. The executive we were to meet with was running late.
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Traits of Good Sales Managers
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JULY 10, 2014
We are creating an epic list of skills and traits of good sales managers. What traits do you admire about your sales manager if you are a rep? What characteristics or skills does your awesome sales leader (or former sales leader from a previous job) have? Instead I’m choosing to focus on the positive.
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Can You Afford the Cost of Ignoring Sales Management Issues
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DECEMBER 13, 2016
There is a sales rep on your sales team I’ll call Joe. Joe doesn’t pull his weight because, after all, he’s been with the company forever. He has the juiciest accounts and no one better touch them. He doesn’t work his accounts, but leadership justifies Joe’s behavior with the alternative – Joe leaving and taking the accounts with him.
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Why Front Line Sales Managers Need to Coach Their Reps More
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NOVEMBER 1, 2016
The short answer if you are in a hurry to read this is:
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Sales Power Tip - Homeostasis
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MAY 27, 2022
This was a tip I learned from my favorite manager of my 21 sales managers over my selling career - a former IBM top sales rep and leader who would say this so. The full title for this post should be, "You Gotta Knock them Off Their Homeostasis".
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Goal for a Healthy Sales Culture
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DECEMBER 20, 2019
In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”.
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Data Proves Sales Coaching is Weak
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JUNE 18, 2018
After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching.
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Importance of 1st Impressions from Sales Leadership Training Companies
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MAY 1, 2017
I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services.
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Friday Five - Will to Manage Sales
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MARCH 1, 2019
Do you have these five components as a sales manager? It takes much more to be successful, however these five areas make up what Objective Management Group calls the Will to Manage Sales.
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Focus - Use Time Wisely
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AUGUST 29, 2017
Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago. The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else.
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195 Inside Sales Power Tip 152 – Be Coachable
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APRIL 6, 2014
Over my selling years, I had 22 sales managers whom I directly reported to. Somehow, even in my early sales days, I learned to find someone upbeat, positive, and skilled who I could emulate and hopefully be coached by even if they were not my manager. Some were great, some were awful. This is true in selling as well.
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Money Monday – Sales Needs Support
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JUNE 9, 2014
By the same token, a sales manager is one of the sales professional’s top customers – if not THE top customer. Help your sales manager do their job by getting them what they ask for in a timely manner. A raised eyebrow means something – head shaking means something.
Money Monday – Keep it Simple
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OCTOBER 20, 2014
For now, you can review my six ideas on how to keep new rep on-boarding, sales messaging, and sales management SIMPLER so that we can all accomplish a lot MORE. It is recorded and once I find the link I’ll link it to this post. Planning: Have a 5,000 foot overview of your intentions and your plan. Set 3 annual goals.
Sales Leader, Are You a Mentor or a Tormentor- Jeff Lehman Interview
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NOVEMBER 27, 2012
There’s much more to consider when a CEO or board are picking a head of sales than previous numbers. I wrote the book to help salespeople and sales managers become sales leaders – it’s not as easy as some people make it look. Sometimes it does, but that’s not always the case.
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Blogging and Content to Grow Your Business
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AUGUST 14, 2014
It is great to be recognized and it is wonderful to be on these lists of fantastic reads to help you grow YOUR sales team and revenues. Take a look at these bloggers’ work and get inspired every day as you build your professional selling or sales managing career. What sites inspire you? We’ll share them.
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How Salespeople Goof Up on LinkedIn Part 2
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NOVEMBER 14, 2014
Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.
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Listen to Your Gut – Statistics in Sales
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JULY 31, 2013
As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. I found out some interesting things over time and wanted to share my statistics in hopes that you who “listen to your gut only” could most likely improve results.
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How To Hire the Right Sales Rep
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NOVEMBER 6, 2014
Book: Hire Right, Higher Profits – The Executive’s Guide to Building a World-Class Sales Force by Lee B. I love this book because it is only 140 pages, but packed full of information, ideas, insight, and actual questions your sales managers can use in interviews.
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How to Find a Sales Mentor
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SEPTEMBER 5, 2012
There are other mentors around me – people who don’t even know they are my mentors, such as Guy Kawasaki (whom I hope to meet this week) Tony Robbins, and former sales managers and CEOs I reported to over the years. Here’s what I know about finding a sales mentor: 1.
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Salespeople are Lazy – and other Musings from Sales 20 Boston
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JULY 17, 2013
Devon McDonald – Director of Sales & Marketing Support at OpenView Partners. Anthony Iannarino – B2B sales coach and consultant, The Sales Coach Blog. Every sales manager should periodically be on the phones – understand the pain of prospecting and building the pipeline”.
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Top Sales Insights and Lessons from Sales 2.0 Boston
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JULY 26, 2012
Being at Sales 2.0 in Boston this week, I spent a full day away from the office but it is critical to see what others are talking about when it comes to sales enablement, sales strategy, new selling tools, and in increasing company revenues. Gerhard Gschwandtner , Founder and CEO of Selling Power and Sales 2.0
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Choose Activity Goals to Grow Sales
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JANUARY 4, 2013
But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. Activity goals are goals that you typically come up with together with your sales manager targeting specific actions that you have a whole lot of control over.
Top Sales Academy Offers Online Sales Education
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MAY 6, 2013
Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. May 7th is the date of the first session.
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Sales Tools You Can Win That Will Grow Your Business – But Hurry!
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MARCH 13, 2012
Want to become your sales manager’s new favorite rep? Time is almost up to enter the Smart Selling Tools Sales Software Sweepstakes. For entering, you can win one of three grand prize packages for your company -. Revenue Maximizer Prize. Deal Closer Prize. Opportunity Creator Prize.
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165 Sales Cheers and Self Evaluation
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NOVEMBER 19, 2014
So that means that if you have a crazy sales manager who doesn’t acknowledge much of what you do that is good – it’s fine because you are doing it yourself. As you reach your goals you acknowledge this, and you become more confident in what you are doing.
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Money Monday – Lead Like Artie T
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SEPTEMBER 2, 2014
If you are a sales rep, are you leading with your prospects and existing customers? If you are a sales rep, are you updating your sales manager before he or she comes to you for updates? If you are a sales leader, are you leading your team by example? How are you leading today?
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200 Strategies to Close Deals by Year End
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OCTOBER 9, 2013
This panel session is part of the Sales Management Summit on BrightTALK. Moderated by Barbara Giamanco, my amazing co-panelists are: Jill Konrath, Selling to Big companies. Joanne Black, No More Cold Calling. Tamara Schenk, T-Systems International. Register now.
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214 5 Ingredients To Win In Sales
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JUNE 30, 2014
Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders. If your frontline sales managers get it right, they will impact everyone on their teams. Assess everyone through metrics and conversations.
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247 Money Monday Sales Reps Guard Your Time
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SEPTEMBER 29, 2014
Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. Because of everything you do in your sales career, time is the one thing you cannot recoup.
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LinkedIn Study Women In Sales
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JUNE 27, 2014
Those of us in and around hundreds of sales teams know that it is not just about more women applying for sales positions – it is about the culture of the company, how interviewing is done, what job descriptions look like, and whether first line sales managers are trained in gender neutral communication, among other things.
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Inside Sales Growing by Leaps and Bounds
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APRIL 11, 2014
Another favorite session was for sales leaders led by Michelle Vazzana, co-author of Cracking the Sales Management Code. She handed out a fictional sales leader’s schedule for the week and discussed how to go from chaotic work week putting out fires and working way too many hours to focus on the most important areas.
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Inside Sales Power Tip 107 – Humor
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APRIL 1, 2013
When I look back and think of some of the terrible things I’ve gone through in my selling career – snippy administrative assistants, tough sales managers, crazy CEOs, and the pressure to have a good quantity of quality conversations with potential buyers – I HAD to have some humor in my day or at least in my week.
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225 Money Monday Labeling People Limits Opportunity
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OCTOBER 6, 2014
A couple of years ago, a sales manager I was coaching had labeled one of the sales reps on his team as “incapable of closing a deal”. Because he had this label in his mind, he helped the sales rep less and even showed some disdain (by his look) when the rep asked him questions or needed his help. But It Does Not Work.
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Inside Sales Power Tip 131 – Homeostasis
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SEPTEMBER 9, 2013
This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since.
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Inside Sales Power Tip 122 – Keep Your Focus
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JULY 8, 2013
Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams.
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218 Build Your Sales Business – Work When Competitors Slack Off
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JULY 5, 2012
One of my sales managers was a real jerk and when he would take off for a week, I was sure to arrive late, slack off on meetings, make fewer calls, and have a little more fun than usual. It is rampant in our companies. When the boss is away……… I used to goof off quite a bit.
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181 Emotional Intelligence Grows Sales
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FEBRUARY 20, 2013
Sales managers can also encourage and model self actualization. Manager can provide training, coaching, book of the month, peers training peers to encourage lifelong learning. When we are present, we are more attuned to what other people are thinking and feeling.
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3 Ways to Increase Revenues with CRM
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APRIL 30, 2013
A TOOL JUST FOR SALES MANAGEMENT? They think it is simply for management’s benefit. So do these two things with your sales reps: Show them the value of the one or two reports that will benefit them greatly. Salespeople tend to not embrace CRM when it is complicated, unwieldy, and slows them down.
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Inside Sales Power Tip 104 – Think Win-Win
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MARCH 11, 2013
Throughout a sales career, you may run into direct leadership (sales manager) who is not interested in a win for your customer, just a win for the company (“have you closed that deal YET?”). Maturity: expressing your ideas and feelings with courage and consideration for the ideas and feelings of others.
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212 Inside Sales Power Tip 109 – Listen
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APRIL 15, 2013
“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. I hated that saying, but to this day, years later, it left an impression and a great visual. 2) You may say too much when talking and shut down a real opportunity prematurely.
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Inside Sales Power Tip 106 – Vision
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MARCH 25, 2013
It is all about changing things up and, what one of my old sales managers used to tell ME: You’ve gotta knock them off their homeostasis. Stop doing what everyone else does and somehow stand out in the crowd -. with your messaging. with your background. with your impeccable follow-up.
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174 Why Be Mediocre
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JULY 24, 2017
My mantra in my early 20s as a single parent and a sales rep was “It takes work to be mediocre.” I was told that many times by one of our sales managers at the first technology company I sold for.
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