Category Archives: Sales Management

Four Things CEOs Need to Understand about Sales Management

By Gretchen Gordon The most productive, world-class organizations have dedicated sales managers, but not every CEO understands how to make the most of this very important role. Here are four things executives need to understand about the role of a … Continue reading

Posted in: Sales Leadership, Sales Management | 1 Comment

Manage Your Time in Four Simple Steps

How much would you pay a consultant to help your managers become more efficient and effective? In 1904,  Charles M. Schwab (then president of the second-largest steel producer in the country) asked public-relations pioneer Ivy Ledbetter Lee how his managers could … Continue reading

Posted in: Sales Management | Tags: , , , | Leave a comment

Eleven Ways to Run a Great Team Sales Meeting

By Josiane Feigon  Salespeople know that every second spent away from sales-related activities impacts their ability to meet their revenue targets. You can’t just stumble into your next team meeting unprepared. At the same time, you should not think that … Continue reading

Posted in: Sales Management | Comments Off

Determine Your Best Sales Management Style

Today’s post is by Dr. Ken Blanchard, author of The One Minute Manager, which has sold more than 13 million copies.  Certainly, the people being supervised are the key variable in determining a sales management style. No question about it. … Continue reading

Posted in: Sales Management | Tags: , , , , | Comments Off

Three Things Your High-Performing Salespeople Do Differently

By Tony Yeung  Our clients often ask us to benchmark them against leading sales organizations. Unfortunately, we often find that concrete insight from the data is limited. The data may lack sufficient detail or is hard to collect. Even if … Continue reading

Posted in: Sales Leadership, Sales Management, Success | Tags: , , , , , , , , , | Comments Off

Seven Motivational Questions for Sales Managers

The universal question all sales managers ask is: How can I motivate my people? Through hundreds of research reports, one message rings loud and clear: to increase motivation, create an atmosphere where the salespeople motivate themselves. When a salesperson feels … Continue reading

Posted in: Motivation, Sales Management | Tags: , , , , | Comments Off

How Leaders Inspire Teams to Take Action

To get better results from your sales meetings, study how great speakers inspire others to take action. Great leaders and great speakers all have carefully planned conclusions to speeches that inspire others to act. Think of President John F. Kennedy’s … Continue reading

Posted in: Great Leaders, Leadership, Motivation, Sales Management | Tags: , , , , , , | Comments Off

Sales Leaders, Keep Your Millennials Happy and Hungry

By Josiane Feigon  Unless otherwise noted, statistics and trends cited within are taken from “MTV Studies Millennials In The Workplace: Uses It To Transform Its Own, Maybe Even Yours.” Millennials are rocking the sales world big time. We love their … Continue reading

Posted in: Leadership, Motivation, Sales Management | Tags: , , | Comments Off

Can Average Sales Performers Ever Be Rock Stars?

By Duncan Lennox Whenever I have conversations with senior executives or CEOs about driving sales performance, there’s a tendency to focus on the “rock stars,” that relatively small group of high performers. Frequently, they are described as “natural salespeople,” good … Continue reading

Posted in: Sales Coaching, Sales Management | Tags: , | 1 Comment

How to Retain and Motivate Sales Reps: Money versus Happiness

All sales leaders want to motivate reps to high levels of performance and retain their top earners. What’s the secret to success in these areas? To find out, you might start by asking sales reps what they want in exchange … Continue reading

Posted in: Great Leaders, Motivation, Sales Leaders, Sales Leadership, Sales Management, Success | Tags: , , , , , , , , , , | Comments Off