Category Archives: Sales Management

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

Posted in: Sales Management | Comments Off on Four Simple Ways to Retain Your Customer Base

How to Increase Sales Productivity During Off-Peak Seasons

By Shayla Price Every sector has peaks and valleys. It’s just a given. So, how can sales leaders keep sales productivity high throughout the year? How your business handles the off-peak seasons will determine if you miss or exceed your … Continue reading

Posted in: Sales Leadership, Sales Management | Tags: | Comments Off on How to Increase Sales Productivity During Off-Peak Seasons

How to Tell If Inside Sales is Right for Your Organization

By Alison Brattle The structure of most sales organizations hasn’t changed much in the past few decades. The average organization is made up of a number of sales reps working in the field, who meet face-to-face with current and prospective … Continue reading

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

Three Things That Will Boost Your Brainstorming Meeting with Reps

By Lisa Gschwandtner As a sales leader, you want to welcome new ideas and innovation. Unfortunately, during meetings, many leaders can’t see past what Douglas Stone and Sheila Heen, coauthors of  Thanks for the Feedback: The Science and Art of … Continue reading

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

Six Tips to Enhance Your One-on-One Coaching Meetings with Salespeople

Which of the following statements best describes your opinion, as a sales leader, of one-on-one meetings? They’re the best way to stay connected to salespeople and drive pipeline opportunities forward. They’re a low-value activity and should be skipped when more … Continue reading

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

10 Signs You’re a Great Sales Manager

  If you agree with these statements, you’re performing exceptionally well in all your roles as manager. If you come up short, it might be time for a management course or a conversation with your own manager to determine how … Continue reading

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

Most Excellent Sales Leader: Claire Edmunds

This feature provides a snapshot of a successful B2B sales leader and his or her accomplishments. To submit a candidate for consideration, email lisa@sellingpower.com with the subject line “Most Excellent Sales Leader.”   Job title: Company founder and CEO Company: … Continue reading

Posted in: Sales Leadership, Sales Management | Tags: | Comments Off on Most Excellent Sales Leader: Claire Edmunds

Four Ways Sales Leaders Can Motivate Their Millennials

By Josiane Feigon So you think you know who your top performers are? The Bridge Group and VorsightBP studied more than 2,000 sales professionals, including individual contributors, front-line managers, and directors. The study focused on the management qualities of and … Continue reading

Posted in: Motivation, Sales Management | Comments Off on Four Ways Sales Leaders Can Motivate Their Millennials

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 | 6 Comments

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: , , , | Comments Off on Manage Your Time in Four Simple Steps