sales manager

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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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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Sales Managers Survival Guide – Review Questions

Sales Manager

Every Sales Manager needs a set of questions they’ll use to review their sales reps pipelines and qualify the deals in them. Those questions will tell them the probability each deal will turn into a real sale, and highlight risks of losing out to competition, or of the sale not going down. Ideally the same [...]

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Questions to Qualify the Sale

Sales Qualification

Qualification is the fundamental step in the sales process. At some point every sales guy has to decide whether the deal can be won, and whether the winning will be worth the cost. This isn’t personal – it’s business. Expert sales guys don’t chase every deal. They’ll only go after sales they can win. They [...]

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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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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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Sales Management Best Practice

Sales Manager

Managing revenue is often the biggest challenge for entrepreneurs and small business principals. Its hard to be a focussed on sales when delivering service to customers is a full time job. Unfortunately, somebody has to do it, and that somebody is usually the business owner. The individual entrepreneur won’t want, or need, to manage his [...]

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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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So You Want the Sales Manager’s Job

Sales Manager

Do you really? You might want to think again. But when you do get promotion we’ve offered some advice on our Promoted to Sales Manager page. The Sales Manager is ultimately everybody’s fall guy, with all the problems and none of the fun. There are two types of Sales Manager, and you might not want [...]

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