Category Archives: Sales Management

Five Tips to Uncover Greatness in Your Sales Team

By Herman Dixon Sales managers can’t “push” success onto people. Rather, the best sales managers understand how to “pull” forth the hidden traits or abilities that lie deep within their salespeople. Here are five action-oriented management tips you can use to … Continue reading

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How to Sell a Service Mindset to Carnivore Salespeople

By Jim Cathcart After years of your sales team seeing prospects as “fresh meat,” how do you cultivate a service-oriented mindset? Well, it’s not as complex as it might seem. It is not like getting lions to become vegetarians. Instead, … Continue reading

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How the Best Sales Managers Control Time

By Kevin F. Davis The biggest problem sales managers face is not having enough time to get everything done. Unfortunately, the way many sales managers problem-solve with their salespeople ends up in creating more “stuff” for the sales manager to … Continue reading

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New Survey Shows How to Develop Excellent Sales Managers

By Norman Behar When speaking to clients, I often make the point that sales success is highly correlated to the effectiveness of their frontline sales managers – those who have day-to-day responsibility for managing the sales teams. These responsibilities typically include … Continue reading

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Four Reasons You Need Account Planning for Sales Success

By Mark Donnolo Mike Barnes, executive vice president with Andrews Distributing – one of the largest beer distributors in the United States – knows the value of account planning. In April 2013, the company began following a structured account planning process. … Continue reading

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How to Really Measure Your Sales Team’s Call Activity

By Eric Esfahanian The Pareto Principle – or the 80/20 Rule – is the concept that 80 percent of your effects are obtained by 20 percent of your causes. Your sales force probably proves out the concept as well: about … Continue reading

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The Truth about (Inside) Sales Call Coaching

By Lauren Bailey Lately I’m hearing a lot about the magical abilities of call coaching for inside sales reps. It can spike revenue! Cure attrition and training retention! And, naturally, the whole leaping buildings thing. Here’s the truth of the … Continue reading

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Four Sales Pipeline Management Principles to Improve Close Rates

By Brad Zomick According to a study recently conducted by Altify, only 46 percent of respondents feel their pipeline is accurate. This means it isn’t optimized in a way that drives the results their business needs – particularly the close rate. … Continue reading

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Managing the Mysterious Remote Sales Rep

By Suzanne Paling The first few months with your newly-hired field rep go well. With prior industry and remote field sales experience, the rep catches on quickly. You fly out to his  territory and accompany him on some sales calls, … Continue reading

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Four Simple Ways to Retain Your Customer Base

By Greg Knowles You’re a leader in your field. Everything you do is top-notch, and you offer the highest level of service. Your customers are happy. Everything seems to be going well and you expect your business to enjoy continued … Continue reading

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