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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.

Why doesn’t the traditional approach to selling and sales management work so well any more? What can the modern sales professional do to stay relevant in today’s customer driven markets? Check out our eBook Reengineering Sales Management  for ideas on how to embrace the new order of customer driven buyer/seller relationships.

What’s The Secret To Managing Sales Executives

Sales Manager

What’s the best approach to managing sales reps? Is it monitor activity? There are lots of guys who do that – the 100 calls each week type task masters. Is it micro management? – go there, say this, ask that, give this presentation, close, discount, plead, threaten. There are more than a few who’ll work that [...]

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Recruiting Sales Managers for Small Business

Sales Manager

How does any small business owner set about recruiting a sales manager? Recruiting anybody is a risk. No matter how carefully candidates are interviewed and references checked, there’s always the question of whether there’ll be a clash of cultures. It’s doubly difficult with sales people. They spend a lot of time on their own with [...]

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Making Sales Management Make Sense

Reengineering Sales

Sales Management seems to be a hot topic these days. Our blog at Successful Sales Management is attracting a lot of interest from people wanting to understand more about it. Or at least, somebody else’s thoughts on the subject. Readers registering for our email newsletter are asked what their role is in business. The one [...]

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Lifting Your Sales Management Game

Reengineering Sales

Sales management is all about getting prospects to buy what your company is selling, right? You’ve got the product, maybe with a few limitations. You’ve got the marketing, at least somebody’s idea of what’s needed to excite customers, even if it isn’t yours. You’ve got the troops, although most won’t be the best in your [...]

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Sales Strategy Case Studies

Reengineering Sales

Regular visitors to our blogs will know sales strategy features strongly in our thinking, and especially as a fundamental component of Reengineering Sales Management. Our book explains in detail the why’s and hows of sales strategy, and even includes a template to get readers started on developing their own, to fit their business, in their [...]

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If Only Politicians Could Think Like Sales Managers

Reengineering Sales

With our economies stuck in the doldrums, economists always getting it wrong, and politicians not knowing what to do, somebody needs to bring new ideas to the conversation.  To me, that sounds like a job for a sales manager. OK, that might sound like a bit of a stretch.  Sales managers are great people.  They [...]

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Universities Re-engineering Sales and Sales Management

Reengineering Sales

Does the traditional concept of sales and sales management need to be re-engineered – redesigned in the light of this new world, where products are complex, competition comes from everywhere and customers are King? The case for the prosecution is compelling, and supported by expert witness – most recently the Harvard Business Review and DePaul [...]

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Is There Stratagem in Your Sales Strategy

Sales Strategies and Tactics

Is there a role for stratagem in your sales strategy?  There is, but probably not the one you might automatically consider.  The objective of stratagem in this concept isn’t laying a trap for your prospect.  It’s laying a trap for your competition. One of the Principles of Professional Selling is Never Mislead a Customer.  Fooling [...]

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What’s Your Sales Model

Reengineering Sales

What do we mean by Sales Model and why is it important?  And isn’t this all a little too intellectual?  Why are we wasting time talking about theory while, out there, people are spending money with somebody else? These are all good questions.  If you are the sort of sales professional who can sell anything [...]

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