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AboutThe Selling Power Sales Leadership Blog showcases insights, ideas, advice about issues related to B2B sales and marketing. Posts are written by top-level sales and marketing leaders across all industries. The blog is run by the editors of Selling Power magazine and SellingPower.com. If you're interested in contributing, email email@example.com for details.
Category Archives: Sales Management
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
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
This feature provides a snapshot of a successful B2B sales leader and his or her accomplishments. To submit a candidate for consideration, email firstname.lastname@example.org with the subject line “Most Excellent Sales Leader.” Job title: Company founder and CEO Company: … Continue reading
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
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
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
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
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
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
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