sales management

4 Sales Tools to Increase Productivity

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 [...]

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CEO Guide to Sales Management – Introduction

Surviving Sales Management

The CEO rarely has any experience of sales management. The boss typically has a finance or maybe operations background. That’s probably because sales managers, (and the sales guys they started out as) have a different skill set. Getting the best out of others through collaboration, communication and compromise isn’t what sales people typically do. They’re [...]

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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 [...]

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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 [...]

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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 [...]

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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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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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Why Sales Forecasts Are Never Right

Sales Manager

Sales forecasts are the perennial problem for sales managers, and reps for that matter, Its strange how the C Suite understands cash and profit forecasts are just that – best guesses about what will happen – but seem to think sales forecasts are guarantees. I guess the sales manager is an easy target. Bosses seem [...]

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Jump Start 2010 With a Sales Pipeline

Pipeline Management

This a great time of year for setting goals, and planning how to achieve them. Somehow we’re all refreshed and invigorated as the new year starts Bring it on! The new Front Office Box has some neat features to help you start the year in the best way, with plans, objectives and actions. Maybe the [...]

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Linebackers Don’t Make Good Triplejumpers

Sales Manager

Linebackers don’t make good triplejumpers. and sales guys don’t make good clerks. We wouldn’t try telling the linebacker to hop, skip and jump. Why make people who earn us money waste time on paper work? Good sales people are like gold dust. Some of the few who earn us money, as opposed to spend it [...]

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