Expert insights. Personalized for you.
Great sales leaders must also be great managers. The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. Unless sales leaders get out of their own way, they will get hit in the head again. How about a general session keynote at a conference on management excellence? MORE
Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Twitter Facebook. Facebook. -->. 5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1. MORE
Are you a sales manager? Are there some days you simply wish to connect with like-minded sales managers who totally understand your challenges and frustrations? What if there was a group of sales managers like you, who are inspired and motivated to solve persistent challenges and develop best practices? I am excited to announce that we have just launched a private Facebook group exclusively for sales managers. Congratulations! MORE
Math sometimes seem to be a poison to those in sales management. These industrious folks have a tendency to jump on board with the latest so called best practice without actually doing the math to see if their sales team can meet the goals. What actually happens is the sales team are penalized because sales management do not understand basic arithmetic. If they would invest the time to talk to their sales force first and “Ask is this idea feasible?” MORE
businesses are managed by single office/home office entrepreneurs (SOHO), these crazy busy small business owners might think this book Sales Management Simplified by Mike Weinberg is not for them. What a huge mistake they would be making if they passed up this excellent book on sales written for them as well as those officially in sales management. These SOHO entrepreneurs are the sales team of one as well as the sales manager. MORE
Conversations From My Facebook Page. Tweet Share Have you been to my Facebook page recently? Jeffrey Gitomer What was your sales ‘win’ for the week? Get Sales Blog Updates. Sales. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. MORE
People especially top sales performers leave rotten sales management more than money from my 30 plus years of experience. It is truly hard to believe with all the books, workshops, seminars, sales training and sales coaching, rotten sales management still exists, but it does and appears to be growing. Fear by the sales manager that the salesperson will outperform him or her. Yes rotten sales management still exists. MORE
As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. Here are eight paradoxes that will widen your peripheral view around how the top sales gurus think around selling, cold calling and prospecting for new business to win more sales in a volatile, uncertain marketplace. A champion mindset that wins more sales. MORE
The Sales Manager's Guide To Greatness! You may have been a top salesperson, and still continue to be, but that doesn’t always qualify you to be a top sales manager. Davis is the author of the book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading your Team to the Top. Kevin started his career in sales at an entry level position and worked hard to become a general manager. MORE
According to some research by Ken Blanchard Company, 54% of managers only use one of the four management leadership styles when working with their direct reports: Directing. This research goes on and reveals the following about the use of these management leadership styles: 25% use two of these four successfully. How long has this discussion being happening with the small business and management worlds? Share on Facebook. MORE
Social selling — a term that wasn’t even on the radar of sales reps 20 years ago. Now, 90% of top-performing salespeople use social media as part of their sales strategy. There are many platforms available for social selling, such as LinkedIn, Twitter, and Facebook, as well as others like Quora, Reddit, and Instagram. To help you succeed in the world of social selling, we’ve curated the best platforms and strategies to implement in your own sales strategy. MORE
Once again a new sales coaching client is facing the super worker (think salesman) promoted to supervisor or sales manager disaster. Coming from a very supportive sales culture where her previous manager coached and helped her, she is now facing a 180 degree opposite. Imagine for a moment your first meeting after being hired and you are sitting in front of the sales manager’s desk. Collaboration within the sales team is non-existent. MORE
This article is the third installment in The Sales Person’s Guide to Social Media blog series. Despite a recent run of bad publicity, Facebook still saw it’s monthly active users (MAUs) reach 2.2 What’s more, according to a 2017 report by HubSpot , salespeople have more success connecting with prospects on Facebook than on LinkedIn. All this considered, it’s important for you as a salesperson to establish a Facebook presence. Join Topical Facebook Groups & Events. MORE
Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Twitter Facebook. Facebook. -->. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Sales Managers have the hardest job in sales. MORE
Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? ” Does that mean everything else your sales reps have been saying is dishonest ? And it’s time for sales managers to pay attention to the words their teams use when communicating with prospects and clients. And in Sales 2.0, MORE
Imagine for a moment you, as a member of a sales team, receives a message from sales management asking if you are “relevant to the company?” ” Then the message lists the 3 top sales performers and their accomplishments to date with a closing sentence of “So and So is relevant.” Expected a sale in 6 months even though with established businesses the sales cycle is 18 months. Share on Facebook. MORE
Sales Management is the Hardest Job in Sales. It hits the mark and reinforces what I have written in my latest books on Sales Management. Why is Sales Management so hard? Sales Managers bear 100% of the responsibility for the performance of their sales team yet receive little glory for their efforts. In many cases even the best sales managers earn less than their top salespeople. MORE
Participate In My Facebook Contest and Win. Tweet Share I want to know how have I made you a more successful sales person or person. My new Facebook contest is your chance to tell the world and win. Filed Under: Sales , Social Media Tagged With: business social media , facebook , Facebook Contest , gitomer , Jeffrey gitomer , jefrrey gitomer , sales , selling skills , social media , social media marketing. Get Sales Blog Updates. Sales. MORE
The reality is much of the organizational structure for mid size to small businesses (SMB) today including having a sales manager is based on some of the practices of years gone by much larger companies with over 100 employees and multiple locations. During a pre-recorded radio interview with Lynn Hidy and Dan Waldschmidt this past week, we discussed what makes a good sales manager versus a poor one. Share on Facebook. MORE
Human nature is pretty consistent from our early childhood experiences where we earned the A, but the teacher gave us an F to our adult business experiences where we as sales people earned the A sale but the sales manager gave us an F when we did not increase sales. Share on Facebook. Sales Attribute Index increase sales performance appraisal sales manager MORE
Sales managers hold that position to lead the sales team by motivating them to sell. Unfortunately, many in sales management build these 3 sales motivation barriers because they are ignorant of this simple understanding of human motivation – The Theory of Self Determination. This is way sales goals or quotas many times are not achieved because there is no choice. The sales goal is set by the sales managers. MORE
Are you a fearless salesperson or do you procrastinate the activities that will enable you to achieve your sales goals? Here’s how to overcome sales and prospecting reluctance permanently to become a fearless rainmaker and prospecting prodigy. Managers, if you’re spending too much time trying to get your salespeople to prospect, then you haven’t uncovered the root cause of their resistance – their thinking. . Does the idea of prospecting scare you? MORE
And yet, management seems oblivious to this simple sales strategy for business growth especially within the market of small business. Before I bluntly share that sales management strategy, let me provide a real world example with names removed to protect the guilty. Recently I walked into my local financial institution and saw a new person in the manager’s office. LinkedIn confirmed that presumption when the previous branch manager announced a job change. MORE
Sales teams are comprised on unique individuals each bringing his or her own beliefs, experiences and perspectives to the team. This diversity for those in sales management including the small business owners showcases the necessity for embracing there is more than one right answer whether it is for marketing (attracting attention) to actually earning the sale. Share on Facebook. MORE
The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue. Sales execs tell me they don’t have time to coach their teams. What separates a great sales manager from the rest? MORE
As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners. as per your existing sales agreements. The salesperson communicates to the sales manager and the small business owner about this pending visit 30 days before the actual visit. MORE
Oh no, not Facebook! Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Find me on Facebook here… Share this Post. Get Sales Blog Updates. Sales. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. AHHHHHHHHHHH!!!! | MORE
Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. One of the consistent barriers faced by those in sale management is the lack of benchmarks or key performance indicators (KPIs) outside of the ever present total sales figures. 1 – Sales to Earn or Close Time. MORE
These changes have also presented commercial side sales managers with these five sales leadership barriers: Misalignment. Many banking industry sales managers have never heard of Galbraith’s 5 Star Model, but they should. When strategy, structure, processes/systems, rewards and people are not all in alignment, missed opportunities for increase sales and overall business growth are the result. Time Management. Share on Facebook. MORE
Chaos sometimes appears to reign supreme especially for those in executive leadership, sales management and even more so for the solo entrepreneur (SOHO). The ability to increase sales is critical and yet the more sales, the more chaos and suddenly you feel like the hamster in the wheel, running and running without forward progress. Rewards from compensation to time off may be inhibiting the motivation of your sales team. Share on Facebook. MORE
Out of the mouths from clients come sometimes the most revealing sales management beliefs and behaviors. Yesterday one of my executive coaching clients shared the words of his sales manager. “I believe in managing by ambiguity when it comes to the sales team.” ” This former sales specialist or super worker thinks this sales management style is good. The results included: Duplication of efforts by the sales tam. MORE
Sales Management and the Impact of Social Media. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. Is your sales process? MORE
I spent most of my professional life as a sales manager in some form or another. I gave up managing 12 years ago largely because I was tired of the stress. Focus – Detail oriented and organized, excellent time management skills, a goal setter and achiever. LinkedIn will show me their business persona but, Twitter and particularly Facebook (and others) are where I will discover their character. The bottom line is that they are applying for a sales position. MORE
But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. This sales strategy is doomed to fail. These insights are what clients and prospects really want from sales reps—not a one-size-fits-all solution, but tailored advice from experts who know their stuff. Sales management: Listen up. MORE
Beyond the sales managers who earned their roles because they were super sales people, how many in sales management roles actually sell right? No I am not talking about selling the solutions offered by the firms, but rather can these sales leaders sell the firm’s purpose, vision and current mission? If the team does not believe in their sales managers, how can they really excel in their roles? Share on Facebook. MORE
Those in sales management seem to fall into one of two roles that being sales killer or sales motivator. ” Bottom line there appears to be a lot of counter productive behaviors from senior level to sales management to even front line salespersons in securing the goal to increase sales. Part of the problem in some cases is those who are in sales management were promoted because they demonstrated terrific results as salespeople. MORE
How many times do sales professionals leave or fail to meet performance goals because of poor sales managers? I just came across some research highlighted by Top Sales World (source: Chally) that suggested “80% of sales managers fail within eighteen months of being promoted.” ” So why the high failure rate of sales managers? Could it be because super salespeople (super worker) are promoted to supervisors or sales managers? MORE
This Week’s Facebook Contest Winners. Filed Under: Social Media , Success Tagged With: attitude training , gitomer , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales attitude , sales presentations , social boom , success principles. Get Sales Blog Updates. Sales. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. Store. MORE
After a extremely cold and snowy winter, sales people are out in force attempting to achieve the sales goals set by sales management. The problem is many of these sales managers have failed to do simple math to learn if these goals are realistic. Here in Northwest Indiana, there were numerous small to mid-size companies who had a very bad first quarter respective to sales because of the winter storms. Share on Facebook. MORE
Sales Management Thought Leadership: efficient effectiveness. I posted potential locations and asked for opinions on Facebook, I asked my travel agent for her thoughts and friends for their experiences. What does this have to do with sales management? As a manager you must be prepared-at all times for almost any event. Check out our Sales Management Boot Camp, starts May 12 th , 8 weeks of online, interactive training: [link]. MORE
If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? Ask these pointed questions: How are sales reps getting leads? MORE
Steven Rosen
SEPTEMBER 19, 2019
Are you a sales manager? Are there some days you simply wish to connect with like-minded sales managers who totally understand your challenges and frustrations? What if there was a group of sales managers like you, who are inspired and motivated to solve persistent challenges and develop best practices? I am excited to announce that we have just launched a private Facebook group exclusively for sales managers. Congratulations!
Jeffrey Gitomer
OCTOBER 13, 2011
Conversations From My Facebook Page. Tweet Share Have you been to my Facebook page recently? Jeffrey Gitomer What was your sales ‘win’ for the week? Get Sales Blog Updates. Sales. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact.
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LevelEleven
MAY 9, 2018
This article is the third installment in The Sales Person’s Guide to Social Media blog series. Despite a recent run of bad publicity, Facebook still saw it’s monthly active users (MAUs) reach 2.2 What’s more, according to a 2017 report by HubSpot , salespeople have more success connecting with prospects on Facebook than on LinkedIn. All this considered, it’s important for you as a salesperson to establish a Facebook presence. Join Topical Facebook Groups & Events.
Jeffrey Gitomer
AUGUST 30, 2011
This Week’s Facebook Contest Winners. Filed Under: Social Media , Success Tagged With: attitude training , gitomer , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales attitude , sales presentations , social boom , success principles. Get Sales Blog Updates. Sales. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. Store.
No More Cold Calling
JULY 14, 2015
Great sales leaders must also be great managers. The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. Unless sales leaders get out of their own way, they will get hit in the head again. How about a general session keynote at a conference on management excellence?
Jeffrey Gitomer
FEBRUARY 10, 2011
Participate In My Facebook Contest and Win. Tweet Share I want to know how have I made you a more successful sales person or person. My new Facebook contest is your chance to tell the world and win. Filed Under: Sales , Social Media Tagged With: business social media , facebook , Facebook Contest , gitomer , Jeffrey gitomer , jefrrey gitomer , sales , selling skills , social media , social media marketing. Get Sales Blog Updates. Sales.
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Increase Sales
APRIL 24, 2014
Imagine for a moment you, as a member of a sales team, receives a message from sales management asking if you are “relevant to the company?” ” Then the message lists the 3 top sales performers and their accomplishments to date with a closing sentence of “So and So is relevant.” Expected a sale in 6 months even though with established businesses the sales cycle is 18 months. Share on Facebook.
The Sales Hunter
FEBRUARY 20, 2012
Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Twitter Facebook. Facebook. -->. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Sales Managers have the hardest job in sales.
Increase Sales
JULY 23, 2015
Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. One of the consistent barriers faced by those in sale management is the lack of benchmarks or key performance indicators (KPIs) outside of the ever present total sales figures. 1 – Sales to Earn or Close Time.
The Sales Hunter
JANUARY 27, 2012
Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Twitter Facebook. Facebook. -->. 5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1.
No More Cold Calling
AUGUST 20, 2015
If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? Ask these pointed questions: How are sales reps getting leads?
|
Increase Sales
MAY 15, 2014
Beyond the sales managers who earned their roles because they were super sales people, how many in sales management roles actually sell right? No I am not talking about selling the solutions offered by the firms, but rather can these sales leaders sell the firm’s purpose, vision and current mission? If the team does not believe in their sales managers, how can they really excel in their roles? Share on Facebook.
Increase Sales
NOVEMBER 5, 2014
These changes have also presented commercial side sales managers with these five sales leadership barriers: Misalignment. Many banking industry sales managers have never heard of Galbraith’s 5 Star Model, but they should. When strategy, structure, processes/systems, rewards and people are not all in alignment, missed opportunities for increase sales and overall business growth are the result. Time Management. Share on Facebook.
No More Cold Calling
MARCH 10, 2016
Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? ” Does that mean everything else your sales reps have been saying is dishonest ? And it’s time for sales managers to pay attention to the words their teams use when communicating with prospects and clients. And in Sales 2.0,
Increase Sales
APRIL 2, 2012
Those in sales management seem to fall into one of two roles that being sales killer or sales motivator. ” Bottom line there appears to be a lot of counter productive behaviors from senior level to sales management to even front line salespersons in securing the goal to increase sales. Part of the problem in some cases is those who are in sales management were promoted because they demonstrated terrific results as salespeople.
Increase Sales
APRIL 22, 2013
How many times do sales professionals leave or fail to meet performance goals because of poor sales managers? I just came across some research highlighted by Top Sales World (source: Chally) that suggested “80% of sales managers fail within eighteen months of being promoted.” ” So why the high failure rate of sales managers? Could it be because super salespeople (super worker) are promoted to supervisors or sales managers?
Increase Sales
JULY 2, 2014
Chaos sometimes appears to reign supreme especially for those in executive leadership, sales management and even more so for the solo entrepreneur (SOHO). The ability to increase sales is critical and yet the more sales, the more chaos and suddenly you feel like the hamster in the wheel, running and running without forward progress. Rewards from compensation to time off may be inhibiting the motivation of your sales team. Share on Facebook.
Increase Sales
MAY 8, 2014
Math sometimes seem to be a poison to those in sales management. These industrious folks have a tendency to jump on board with the latest so called best practice without actually doing the math to see if their sales team can meet the goals. What actually happens is the sales team are penalized because sales management do not understand basic arithmetic. If they would invest the time to talk to their sales force first and “Ask is this idea feasible?”
Increase Sales
OCTOBER 2, 2013
And yet, management seems oblivious to this simple sales strategy for business growth especially within the market of small business. Before I bluntly share that sales management strategy, let me provide a real world example with names removed to protect the guilty. Recently I walked into my local financial institution and saw a new person in the manager’s office. LinkedIn confirmed that presumption when the previous branch manager announced a job change.
No More Cold Calling
FEBRUARY 11, 2016
But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. This sales strategy is doomed to fail. These insights are what clients and prospects really want from sales reps—not a one-size-fits-all solution, but tailored advice from experts who know their stuff. Sales management: Listen up.
Increase Sales
DECEMBER 16, 2015
businesses are managed by single office/home office entrepreneurs (SOHO), these crazy busy small business owners might think this book Sales Management Simplified by Mike Weinberg is not for them. What a huge mistake they would be making if they passed up this excellent book on sales written for them as well as those officially in sales management. These SOHO entrepreneurs are the sales team of one as well as the sales manager.
Increase Sales
APRIL 9, 2016
Sales managers hold that position to lead the sales team by motivating them to sell. Unfortunately, many in sales management build these 3 sales motivation barriers because they are ignorant of this simple understanding of human motivation – The Theory of Self Determination. This is way sales goals or quotas many times are not achieved because there is no choice. The sales goal is set by the sales managers.
Sales Evangelist
MAY 7, 2020
The Sales Manager's Guide To Greatness! You may have been a top salesperson, and still continue to be, but that doesn’t always qualify you to be a top sales manager. Davis is the author of the book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading your Team to the Top. Kevin started his career in sales at an entry level position and worked hard to become a general manager.
Increase Sales
OCTOBER 22, 2014
People especially top sales performers leave rotten sales management more than money from my 30 plus years of experience. It is truly hard to believe with all the books, workshops, seminars, sales training and sales coaching, rotten sales management still exists, but it does and appears to be growing. Fear by the sales manager that the salesperson will outperform him or her. Yes rotten sales management still exists.
Increase Sales
JULY 1, 2013
Once again a new sales coaching client is facing the super worker (think salesman) promoted to supervisor or sales manager disaster. Coming from a very supportive sales culture where her previous manager coached and helped her, she is now facing a 180 degree opposite. Imagine for a moment your first meeting after being hired and you are sitting in front of the sales manager’s desk. Collaboration within the sales team is non-existent.
Increase Sales
MAY 9, 2014
After a extremely cold and snowy winter, sales people are out in force attempting to achieve the sales goals set by sales management. The problem is many of these sales managers have failed to do simple math to learn if these goals are realistic. Here in Northwest Indiana, there were numerous small to mid-size companies who had a very bad first quarter respective to sales because of the winter storms. Share on Facebook.
Increase Sales
NOVEMBER 11, 2013
According to some research by Ken Blanchard Company, 54% of managers only use one of the four management leadership styles when working with their direct reports: Directing. This research goes on and reveals the following about the use of these management leadership styles: 25% use two of these four successfully. How long has this discussion being happening with the small business and management worlds? Share on Facebook.
Increase Sales
JUNE 13, 2013
Out of the mouths from clients come sometimes the most revealing sales management beliefs and behaviors. Yesterday one of my executive coaching clients shared the words of his sales manager. “I believe in managing by ambiguity when it comes to the sales team.” ” This former sales specialist or super worker thinks this sales management style is good. The results included: Duplication of efforts by the sales tam.
Keith Rosen
APRIL 15, 2020
As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. Here are eight paradoxes that will widen your peripheral view around how the top sales gurus think around selling, cold calling and prospecting for new business to win more sales in a volatile, uncertain marketplace. A champion mindset that wins more sales.
Your Sales Management Guru
APRIL 20, 2017
Sales Management Thought Leadership: efficient effectiveness. I posted potential locations and asked for opinions on Facebook, I asked my travel agent for her thoughts and friends for their experiences. What does this have to do with sales management? As a manager you must be prepared-at all times for almost any event. Check out our Sales Management Boot Camp, starts May 12 th , 8 weeks of online, interactive training: [link].
Your Sales Management Guru
FEBRUARY 27, 2012
Sales Management and the Impact of Social Media. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. Is your sales process?
No More Cold Calling
SEPTEMBER 4, 2014
The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue. Sales execs tell me they don’t have time to coach their teams. What separates a great sales manager from the rest?
Increase Sales
JANUARY 10, 2013
As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners. as per your existing sales agreements. The salesperson communicates to the sales manager and the small business owner about this pending visit 30 days before the actual visit.
Increase Sales
FEBRUARY 9, 2013
The reality is much of the organizational structure for mid size to small businesses (SMB) today including having a sales manager is based on some of the practices of years gone by much larger companies with over 100 employees and multiple locations. During a pre-recorded radio interview with Lynn Hidy and Dan Waldschmidt this past week, we discussed what makes a good sales manager versus a poor one. Share on Facebook.
Increase Sales
JUNE 25, 2012
Human nature is pretty consistent from our early childhood experiences where we earned the A, but the teacher gave us an F to our adult business experiences where we as sales people earned the A sale but the sales manager gave us an F when we did not increase sales. Share on Facebook. Sales Attribute Index increase sales performance appraisal sales manager
Keith Rosen
DECEMBER 4, 2019
Are you a fearless salesperson or do you procrastinate the activities that will enable you to achieve your sales goals? Here’s how to overcome sales and prospecting reluctance permanently to become a fearless rainmaker and prospecting prodigy. Managers, if you’re spending too much time trying to get your salespeople to prospect, then you haven’t uncovered the root cause of their resistance – their thinking. . Does the idea of prospecting scare you?
Increase Sales
SEPTEMBER 28, 2012
Sales teams are comprised on unique individuals each bringing his or her own beliefs, experiences and perspectives to the team. This diversity for those in sales management including the small business owners showcases the necessity for embracing there is more than one right answer whether it is for marketing (attracting attention) to actually earning the sale. Share on Facebook.
Your Sales Management Guru
MARCH 1, 2011
Sales Management is the Hardest Job in Sales. It hits the mark and reinforces what I have written in my latest books on Sales Management. Why is Sales Management so hard? Sales Managers bear 100% of the responsibility for the performance of their sales team yet receive little glory for their efforts. In many cases even the best sales managers earn less than their top salespeople.
Zendesk Sell
JANUARY 24, 2019
Social selling — a term that wasn’t even on the radar of sales reps 20 years ago. Now, 90% of top-performing salespeople use social media as part of their sales strategy. There are many platforms available for social selling, such as LinkedIn, Twitter, and Facebook, as well as others like Quora, Reddit, and Instagram. To help you succeed in the world of social selling, we’ve curated the best platforms and strategies to implement in your own sales strategy.
Adaptive Business Services
AUGUST 30, 2017
I spent most of my professional life as a sales manager in some form or another. I gave up managing 12 years ago largely because I was tired of the stress. Focus – Detail oriented and organized, excellent time management skills, a goal setter and achiever. LinkedIn will show me their business persona but, Twitter and particularly Facebook (and others) are where I will discover their character. The bottom line is that they are applying for a sales position.
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