Winning Sales Management Strategies

The sales manager in any organisation is likely hero and villain, at the same time. Articles in this category explain our experiences in how to meet the job description while adding value to both the business and the sales team. Our Success in Sales Management tutorial will explain how to get the sales manager’s job, and how to keep it.

Selling to Sales People With War Stories

Sales Manager

How do sales people sell to other sales guys? You might think they get very technical, preening themselves with demonstrations of their intellect. You might think they brag about past achievements and future opportunities. In each case you’d be right, but mostly they sell using stories. Sometimes those stories are true and others they’re fiction. They’re [...]

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Make Your Sales Manager Happy

Sales Manager

Is there anything which makes the sales manager happy – apart from the usual sex drugs and rock and roll, that is? Sales Managers are mostly sharp tongued cynics with an attitude. They have to be. Few people get told the whole truth less often. They have to read between the lines and work with [...]

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Your Sales Playbook

Sales Strategies and Tactics

Your sales strategy is simply a playbook – what the sports coaches call the predetermined moves you’ll make in particular circumstances set by the opposition. For a sports playbook you need to understand and stay within the rules of the game. You need to research the opposition’s past performances, seeing how they exploit weaknesses. You [...]

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Coaching Sales Management

Sales Manager

Where can sales managers go for training? And where can they access coaching – in the philosophies, strategies, processes and tools they need to get the most out of their sales team? Usually, the best sales people get promoted to sales manager. They know a lot about selling, obviously, but rarely know much about management. [...]

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What Sales People Can Learn From Supply Chains

Sales Strategies and Tactics

Professional buyers can teach sales people a lot about selling. In fact sales people can learn a lot about selling, when they’re buying for themselves. But there’s one aspect of buying sales people will not learn on their own – the supply chains professional buyers build. Supply chains are interesting, because they seem to contradict [...]

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Automated Sales Management Could Be a Reality Soon

Sales Manager

Will we see systems for automating sales management soon? With today’s competitive markets, and corporate demands for more performance at lower costs, there has to be a compelling business case. Smart software already makes operations more efficient, and cost effective in other applications. Many services which used to be personal and labour intensive are now [...]

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Who Needs a Sales Strategy

Sales Strategies and Tactics

Why do you need a sales strategy? Surely success in sales and sales management is all about tactics – individual responses to unique customer needs. No two customers, no two opportunities, and no two sales deals are the same. The only strategy any sales manager can make work is “whatever it takes”. Do whatever is [...]

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A Role for Sales People in 2012 – Customer Experience

Sales Strategies and Tactics

Is there a role for sales and sales management in 2012 and beyond? The traditional sales tasks in prospecting, pitching and closing seem to be redundant now the Internet has enabled customers to do their own research, and marketing to do the pitching. Maybe 2012 is all about transitioning the role of revenue generation from [...]

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How to Define Your Sales Problem

Sales Strategies and Tactics

Do you think you have a sales problem?   If so you’re in good company.  And you’re also wrong.  You don’t have a sales problem.  You have a strategy problem.  The assumptions you made about market, and customers, and your operations don’t fit with reality. Rework the strategy, based on fact rather than assumptions, to solve [...]

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