Clearly and concisely communicate your new vision. Describe how the organization will be doing business differently, i.e. what the new sales structure looks like, and what the new roles and responsibilities for team members will be. Make sure you carefully…
Since leaving the industry, I have learned that having a well established professional network of executives was critical to building my business and a great way to ensure career security. I strongly advise both friends and clients to plan at…
Joe has been Tom’s manager for the last 2 years. Tom is a hard worker; “every time I go out with him we have a full and busy day”. Tom has an excellent understanding of his products, his customers like…
I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused only on results. He worried that…
Coaching is about accelerating a sales rep’s growth and ability to achieve personal goals and reach full potential. It’s a four-step process that: (1) identifies opportunities for improvement, (2) gains commitment, (3) develops a plan and (4) sets an accountability…
It's crunch time and your sales are down, what can you do? I faced a similar situation in 2003. As VP of Sales of a Canadian pharmaceutical organization we faced the SARS crisis. Access to our customers became limited. Hospitals…
Many of my clients tell me that their sales team are made up of a bunch of service people or farmers. The challenge in difficult times are that new customers are risk averse to trying new suppliers and that the…
