You can find a ton of tips and tricks on what to do to motivate and build a sales team.  The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect.   Below are three sales management blunders that you must avoid. There are often times when you need to criticise or correct a sales person’s actions.  Never bring up a sales person’s shortcomings or problems in front of the group.  It is true that some sales people can find some of the most ridiculous things to complain about. Also, MORE >>

A Sales Training Connection Classic. Sales people often are promoted into sales manager positions – primarily based on their sales success. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. Sales managers responsibilities extend far beyond face-to-face selling. Yet,  new sales managers often are promoted without receiving a lot of help in building the relationships and skills required to be an effective sales manager. MORE >>

Yesterday the CEO of a mid-size financial services company complained that no matter how carefully they designed their sales process and the accompanying training, they have been unsuccessful in establishing a consistent, long-term implementation of the process throughout the company. There are a number of possible reasons for sales training failure from treating sales training as an event instead of an ongoing behavior change process, to salespeople who view attending sales training sessions as torture, to the company’s failure to provide follow-up coaching for the sales team.  MORE >>

The Sales Manager that Does It All. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective.  With the majority of new sales managers we find them wanting to make the sales team feel they are delivering value and helping the salespeople on the various tasks, problems and complaints they bring and therefore they tend to attempt become the main cog in the sales organizations.  How does this happen? MORE >>

Welcome back to Sales Management TV. Training is a one size fits all activity. Coaching starts with diagnosing each sales reps particular area for improvement. It is best when the sales rep is self-aware and can self-evaluate areas for improvement. Don’t be one of those managers who coach all their reps the same way. If you would like more Sales Management Tips then click on the link below to get my FREE eBook with 6 of my favorite Tips! Remember you hold the key to unlock the potential of your sales team. MORE >>