Sales Manager

Recognising Bad Sales Managers

A bad sales manager can be more damaging to the business than almost anybody else. The problem is s/he appears to be one of the team and yet undermines the most important function – winning and keeping customers. It can take a long time for the bad sales manager to get found out, and even [...]

Share and Enjoy:

Read the full article →

4 Sales Tools to Increase Productivity

Sales Manager

Four simple Sales Tools can make the difference between the average sales performer and the Ninja superstar. They have nothing to do with clever tricks or motivating philosophies. They have everything to do with being organised, focused and productive. Anybody responsible for sales, from the raw recruit to the Managing Consultant, will produce more revenue [...]

Share and Enjoy:

Read the full article →

Surviving Sales Management

Sales Manager

Sales Management can be both the best job in the world, and the worst. And working for sales managers can be fun, or frustrating. From both sides – the manager and the managed – Sales Management is a roller coaster ride, always with the risk of falling from the carriage. It’s not a lot of [...]

Share and Enjoy:

Read the full article →

Sales Managers Survival Guide – Review Questions

Sales Manager

Every Sales Manager needs a set of questions they’ll use to review their sales reps pipelines and qualify the deals in them. Those questions will tell them the probability each deal will turn into a real sale, and highlight risks of losing out to competition, or of the sale not going down. Ideally the same [...]

Share and Enjoy:

Read the full article →

What Is Your Sales Strategy, How Well Does It Work

Sales Manager

Sales strategy is the fundamental element of any business plan. Most advice on business planning misses it out, focusing on revenue, costs and cash instead. Presumably because the people giving that advice know nothing about selling and wouldn’t recognise a sales strategy if it bit them in the behind. But knowing how we’re going to [...]

Share and Enjoy:

Read the full article →

Sales Training Ideas Which Work

Sales Manager

Training sales people is a problem faced by all business managers and especially training sales people newly joining our business. Whatever they’ve learned in previous roles doesn’t fit with our particular way of doing things. They may be accomplished hunters, closers and farmers but they still won’t understand our special value proposition – what makes [...]

Share and Enjoy:

Read the full article →

Knowing the Good Sales Guys from the Bad

Sales Manager

Good sales guys are very different to bad sales guys, in all sorts of ways. Customers will have one view. Colleagues another and management yet another. In this post we’re talking about the sales manager’s perspective. How does a new sales manager tell the difference between his good sales people and the other kind? This [...]

Share and Enjoy:

Read the full article →

Sales Process Lesson from the Caddie

Sales Manager

Sales process, in principle at least, doesn’t need to be complicated. So what’s all the fuss about if its simple? The fuss is about improving results. Our favourite golf caddie tells a story which illustrates the point in a sales context. A sales process is just a sequence of actions, a plan of how we’ll [...]

Share and Enjoy:

Read the full article →

How to Get the Sales Management Job

Sales Manager

Interviewing for the sales manager role? It’s time to release your secret weapon – your own definition of process, roles and responsibilities. And you can get that here. First lets understand the backdrop. The people hiring sales managers are rarely experienced in the job themselves. They might be C level executives, or general managers. Quite [...]

Share and Enjoy:

Read the full article →

7 Measures of Sales Performance in Relationship Management

Sales Manager

A measure of relationship management is a crucial element of sales performance. Once the customer relationship has been established, the sales guys job should be about driving more value from it. This isn’t just the age old difference between hunters and farmers. Sales reps charged with farming an account should also be hunting out new [...]

Share and Enjoy: