Sales Management Advice for CEOs

Tony Hughes

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. All of our pre-sales people received commission cheques for a single quarter equal to their annual salaries. Strategy: Do we have an effective strategy for managing relationships and competitive threats?

The Secret to Sales Rep Motivation

Steven Rosen

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. A high performance sales team will outsell the competition.

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Seven Sales Motivations That Go Beyond Money and Why They Matter

Janek Performance Group

s “Gangsta, Gangsta” and KRS-One’s “My Philosophy” – and revived in 2005 in Fort Minor’s “Remember the Name”, serves as the inspiration to today’s blog post. Consequently, it becomes imperative to ground your motivation for a sales career into something intrinsically meaningful.

Top Sales World, Top Sales Management and Top Sales Awards Sold to the Highest Bidder!

Jonathan Farrington

Jonathan Farrington, Chairman and CEO of London and Paris based Top Sales Associates, today announced the sale of the firm to Qatari company 010412. Press Release: April 1st 2012.

Zig Ziglar's Legacy to the Sales World

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Zig died today at the age of 86. I want to talk about Zig's life and his sales and selling impact. Zig's ability to motivate and help sales professionals (as well as people from many walks of life), made him a role-model worthy of emulation.

Why 97% of Sales Leaders Want a Playbook

Women Sales Pros

What is a Sales Leader Playbook? Is a Sales Leader Playbook the same as a Sales Playbook? A sales leader playbook is a book of ‘Plays’ for sales leaders – Sales VP’s, Directors and Managers. Leadership Sales

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The Best Thing That I Ever Did for Myself

Adaptive Business Services

I’m not even so sure how good of a salesperson I was but, inside of two years I was the sales manager. From then until 2005, just about my entire career was in management and ownership positions. Still, the emphasis was always placed on management.

Overloaded And Overwhelmed

Partners in Excellence

All of us, customers, sales people, marketing, customer service—everyone, daily face a number of converging forces which adversely impact our own and our organizations’ performances. Reference “Overloaded Circuits, Why Smart People Underperform,” HBR, January 2005.

What is the Best Sales Process for Increasing Sales?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Is it the sales process that makes it so powerful? SOB does not exist in other processes, methodologies, sales strategies or tactics. The process is intended to be integrated into your CRM or pipeline management application.

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next. Traits seen in many sales leaders today, as well.

The 3 Ways Experienced Sales Reps Typically Fail.

MJ Hoffman

Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? If it were 2005, that would have been a great response. The post The 3 Ways Experienced Sales Reps Typically Fail.

Now That You Have a Sales Process, Never Mind

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine.

The 5 Quota-Killing Mistakes Only Experienced Salespeople Make

Hubspot Sales

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? If it were 2005, that would have been a great response. To learn even more, check out these sales closing techniques next.

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Rejection - Why it is the #1 Enemy in Modern Selling

Understanding the Sales Force

Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. Objective Management Group (OMG) measures something a bit different; difficulty recovering from rejection. The increasing likelihood of a sale.

Winning Big Deals - Everything You Need to Know

Tony Hughes

Back in 2005, Tiger Woods was the biggest winner in the world and he cracked more than $10 million in prize-money earnings alone for the first time in a single year. They need a way of generating insight and managing complex process with low overhead.

I’m Not That Good of a Salesperson

Adaptive Business Services

Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps. As a manager (and as a salesperson), I had my pluses and minuses. I did have a life-changing event in 2005. After my lifestyle change , I decided that I no longer wished to manage people. The result of all of this is that I have not made a cold call since 2005. I acted like the sale was already mine.

Hiring The Right People Improves Sales Success

Anthony Cole Training


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The Science of Motivation

Sales and Marketing Management

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Or you might be new to sales management and you want to be the cool leader by collaborating with your new reports. But what about real sales reps? Sales reps are no different.

The Challenge of the Challenger Sales Model - The Facts

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. I mentioned the number of times that I have been critical of an HBR article on sales, but I have been nearly as critical of Geoffrey James, a contributor to Inc. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.

First, Stop Using the Term Win/Loss!


Consider two sales scenarios of interest to modern-day Phaedrai: XYZ Company bought a 40-seat software license from CorporateSoft, an ERP software developer. These mixed outcomes are undoubtedly familiar to sales veterans. Yet, since time immemorial, sales managers have taken a binary view, categorizing sales opportunities that close as wins, and those that don’t as losses. Sales outcomes are as varied as human phenotypes, making them fiendishly hard to label.

Combating Disengagement: What can be done about workers’ lack of interest in their jobs?

Sales and Marketing Management

Author: Paul Nolan An executive at a Fortune 1,000 company recently kicked off a summit for several hundred of the company’s content strategists, project managers and digital marketers with a story about an experience he had only days before at his neighborhood Starbucks. The executive was enough of a regular at the store that he knew the store manager’s name and swapped pleasantries with him on most visits. The company has a series of “Through the Eyes of the Sales Rep” surveys.

New Top Sales World About to Launch ….

Jonathan Farrington

It seems inconceivable that the Top Sales projects launched almost seven years ago – that makes us older than Twitter! In fact, I think we can confidently say that everybody who is anybody in the sales space now has links with at least one of our projects.

Revegy’s Account and Opportunity Planning Platforms Now Live on SAP® App Center

Smart Selling Tools

We are proud to offer Revegy’s solutions on the SAP App Center to provide sales teams with clarity on the people, priorities and progress that drive their largest accounts. The only agnostic platform of its kind, Revegy is designed to work with any CRM and any sales methodology.

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