Tag Archives: Sales Management

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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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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VPs of Sales: Challenge Your Managers to Think Differently About Sales Productivity

If you run sales, take this as an opportunity to challenge your team to think differently. Here are five questions to ask. 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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