Understanding the Sales Force
JANUARY 14, 2021
But how are sales managers doing at adapting to coaching their sales force over video? We know how sales managers were doing before the pandemic. Nearly a year into the Pandemic, most salespeople have adapted to selling over video. Inquiring minds want to know. It wasn't very good and I wrote about it here.
Understanding the Sales Force
DECEMBER 5, 2017
How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.
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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. Sales Managers don’t want to coach because it takes away from personal sales.
Understanding the Sales Force
JANUARY 17, 2019
In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager? Now for sales management. Wow, did that resonate with people and there was a great discussion about it on LinkedIn.
Understanding the Sales Force
SEPTEMBER 9, 2013
Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. There were some very good salespeople and sales managers among the mix of the total population of candidates.
Understanding the Sales Force
AUGUST 21, 2014
And he said, "But we don''t want to evaluate everyone right now, we want to start with our sales management team.". Small and mid-market companies don''t usually request this particular approach because their management teams are usually quite lean and it doesn''t make sense for them to take this approach. I hate being right.
Understanding the Sales Force
APRIL 1, 2024
As someone who for thirty-eight years has led a global sales consultancy specializing in sales, sales management and sales leadership training, I can use the same words to describe people “who belong” to the sales profession. They should be attending weekly training.
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