sales management

The New Sales Manager’s 3 Brown Envelopes

Sales Stories

This new sales manager received the coaching he needed in the brown envelopes he found in his desk, on the first morning.  His predecessor had kindly passed on the advice he’d himself received from the guy who was there before. Advice for New Sales Managers is one of our Sales Stories from the Front Line, in [...]

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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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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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4 Roles for Management in Your Sales Team

SPPM

Does Sales Management mean there’s management in sales? How many roles are there in sales for management? And does that management add any value or simply get in the way? This is a complex question anybody involved in selling needs to understand. Learning to manage the management should be the first class in sales training, [...]

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Sales Management Principles and Best Practice

Sales Manager

Are you looking for templates to develop your sales strategy? If so you’re in the right place. Welcome. The mission of this blog is passing on our experience, gained over 30 years, of developing and executing strategic sales management. Naturally we don’t know the specifics of your business, market and resources so can’t relate our [...]

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The Good, The Bad and The Ugly Sales Guys

SPPM

What’s the difference between good and bad sales people,and how can you assess them. Is it activity rates, close rates, total sales, or margin, or customer satisfaction? Maybe it’s just making target quarter after quarter. The red meat issue, for those who don’t know about selling, is activity. It’s a simple measure, and easy to [...]

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5 Ways to Forecast Sales – Which One is Yours?

SPPM

How many methods or techniques are there for sales forecasting? There are 5, in my experience, offering varying accuracy and utility. Here’s the background and a short explanation of each. We all know forecasting sales is a tricky business. It always involves some element of hope, combines a little fear, and is based on some [...]

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Why Bother With Sales Forecasts

SPPM

What is sales forecasting to you? What does it for your business? How do you calculate your forecasts and act on the results? Most people don’t understand the point of it, because usually it doesn’t work, for them at least. But with the right techniques, sales forecasting can make a big difference in any business. [...]

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So Just How Confident Are You

Sales Strategies and Tactics

Sales Forecasts based on confidence aren’t worth the paper they’re written on. A subjective, single dimension assessment by sales reps not grounded in fact can only ever be a guess. Consider this example conversation between sales representative and sales manager while reviewing the sales forecast. “How confident are you we’ll win that sale? How sure [...]

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