advice-for-sales-managers Sales Management Related Topics 
Understanding the Sales Force
FEBRUARY 25, 2024
Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s simply incomprehensible that sales managers aren’t picking up the clue phone.
Pipeliner
JULY 23, 2018
Advice for My Younger, Sales Manager Self. Part of why I am in this field, and why I excel at what I do, is because of the mistakes that I have made throughout my career, and my ability to help others not follow in my footsteps to becoming an effective sales leader, learning from my mistakes instead of making them themselves.
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Pipeliner
SEPTEMBER 6, 2019
Great sales managers are hard to come by. Sales managers have a very important job in the sales world. They manage a team of sales reps. It can be challenging to know which aspect of sales management to focus on when trying to improve from an okay sales manager to a great sales manager.
Tony Hughes
MAY 8, 2019
Back in 2005 when I was Managing Director for an international software company, I developed a simple framework for transforming sales. I handed our leading sales person a commission cheque, for one quarter, of almost $500,000. I handed our leading sales person a commission cheque, for one quarter, of almost $500,000.
Pipeliner
JANUARY 8, 2018
If you’re a sales manager who finished out 2017, and things didn’t go perhaps the way you wanted them to, here’s some powerful measures you can take in 2018. Before you look at your sales team, perhaps take a look at yourself: what changes can you make for yourself to help your team succeed?
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.
Sales Gravy
DECEMBER 4, 2023
On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.
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