You know that what works is usually the hard way, with planning and discipline and sacrifice, maybe some pain and suffering. The only way to make things work right is to get under the hood, find out what’s not working…
I am going to speak in broad generalizations regarding five things most salespeople don’t want to do and how you can motivate them to do the tasks that need to be accomplished. There are two kinds of people in the…
There is no such thing as a born salesperson. Successful salespeople are men and women who have prepared themselves with the knowledge and professional skills needed to succeed and who have the inner drive to be the best they can…
Every business owner/sales manager has the ability to provide at least one of the four things every salesperson need, right now. And every one can learn to provide all of them by using the tools and assistance available. There are…
Managers should not be buried in paperwork; they should be buried in people work. Those who stay in their office to “manage” the operations lose touch with the reality of their business and more important, with their people, and ultimately…
The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. At this time of…
There are mistakes a sales manager can make, and then there are the biggest mistakes a sales manager can make. Check out these four costly, and sometimes irreparable, mistakes and then do your best to avoid them. Mistake #1: The Cell Phone If…
CEOs are visionaries, they know where they want to end up, but it is up to his people to provide the map. CEOs often don’t want to be bothered with details, but if they are presented with a concept that…
Don’t assume a good salesperson will naturally be a good manager. Sales managers can and should be playing a very key role within your sales organization. In fact, they may be having a much bigger impact on your bottom line…
It would be easy if sales people performed as they promised, but this does not happen for many reasons. While some of the obstacles that interfere with performance are personal, others are uncontrollable. However, you must drive your sales people…
Help for the Blind Spots At a recent client meeting we discussed the need to create a Board of Directors. It is a difficult task to find the right individuals and more difficult for an entrepreneur to accept what a…
The Ultimate Sales Strategy During a recent new client strategy meeting and a session where I had a chance to interview their entire sales team I came away with a break through idea regarding their sales efforts. I think it…