Manager

How Can Business Owners Manage Sales People

Sales Manager

For business owners managing sales people can be a problem. Selling can seem a black art, with its own concept’s, language and rules. How can anybody who doesn’t understand the black art manage staff who do? Meanwhile entrepreneurs need sales people to grow their business, and therefore they need to manage them. In this article [...]

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My Stupid Boss and His Idiot Manager

Sales Coach

My sales manager is definitely stupid and his boss must be an idiot for employing him. How many times have you heard a salesman complain like this about his/her management? How many times have you thought, or said this yourself. More than once, I’ll wager. Sales guys can seem born complainers. Nothing is ever right. [...]

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Is the New Role for Sales Back to the Future

Sales Coach

Is there a new role for sales executives, now the bean counters have done their worst – re-engineering, automating and outsourcing most of what we used to do? Can sales representatives find new ways of creating value for customers and employers, now now eMarketing and eCommerce use web pages to find, attract and convert prospects [...]

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Recognising Bad Sales Managers

Sales Manager

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 [...]

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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 [...]

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The Brutal Truth About Sales Management

Sales Manager

Twenty five years in sales management taught me one thing – the job stinks. In the process I also learned how to cope with it, or at least my version of how to do that. Here are my reasons for saying it stinks: The truth is harder to find than rocking horse crap. Sales people [...]

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The Worst Kind of Sales Manager

Sales Manager

Which is your worst type of sales manager? The bad and inept sales manager is the typical sales reps biggest problem – not product, or marketing or even competition. The fact is the great sales manager knows when to stay out of the way, and how to help when asked. The bad sales manager seems [...]

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Why Sales Managers Fail

Sales Manager

Sales Managers have the toughest job, in my experience at least. Unusual for me I’m reproducing in full an article which led in todays Sales Gravy newsletter, because I agree with and support every idea explained here by Colleen Stanley. As you’ll read elsewhere in this blog Sales Management is the toughest job to get [...]

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Sales Management in the Front Office

Sales Manager

Managing a sales team isn’t a job for the faint hearted. There are few places aspiring sales managers can go to learn about the job. And even fewer where the information is written in plain terms by somebody who’s done the job – now wearing the tee shirt, and the scars. We’ve included some articles [...]

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