Category Archives: Sales Management

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

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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

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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

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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

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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

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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

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How to Land a Meeting with Your Prospect

Many sales professionals believe that sales are made based on the strength of relationships with prospects and customers. In other words, it’s all about who you know. In the current selling environment, however, some might argue that success in sales … Continue reading

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Insight for More Excellent Sales Management in 2013

This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic. Either way, we thought it couldn’t hurt to assemble some collective insight for better … Continue reading

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Turn Sales Managers into Great Coaches in 5 Steps

How does a sales manager learn how to successfully manage and coach a sales team? Continue reading

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Sales Leaders, Ditch Your Outdated Ideas about Hiring

A lot of sales leaders let old myths about hiring get in the way of finding superstar candidates.
The myths I’m talking about are based on the idea that certain characteristics or qualities can magically help you identify your next top performer … Continue reading

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