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The 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 lisa@sellingpower.com for details.
Tag Archives: sales manager
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: coaching, Fusion Learning, meetings, pipeline, sales manager, salespeople
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Sales Leaders, Ditch Your Outdated Ideas about Hiring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
Posted in: Great Leaders, Sales, Sales Leaders, Sales Leadership, Sales Management
Tags: hiring, Sales, sales experience, sales hires, sales manager, sales success, sales team, top performance
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Transitioning from Sales to Management
The Harvard Business Review article, “Selling is Not About Relationships,” (the title is misleading) categorizes sales people into 5 buckets:
Relationship Builders focus on developing strong personal and professional relationships and advocates across… Continue reading
Posted in: Sales Leaders, Sales Management
Tags: customer relationships, sales manager, sales success, salespeople
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How to Succeed as a Sales Manager
As a sales manager and leader, are you measuring the right metrics for sales success?
At Vantage Point Performance, we recently wrote a book based on a groundbreaking research study we conducted about the metrics that leading sales forces are using to … Continue reading
Posted in: Sales Leadership, Sales Management
Tags: metrics, revenue, sales activities, sales manager, sales success, salespeople
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Why Sales Success Starts with Credibility
There are four very basic sales management questions that a great front line or senior sales leader should be able to answer “yes” to:
1) Do your people trust you?
2) Do they have clarity on overall strategy?
3) Do you make yourself available to them?
… Continue reading
Posted in: Great Leaders, Sales Leaders, Sales Leadership, Sales Management
Tags: ADP, credibility, Ken Powell, sales manager, sales results, sales success, salespeople
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3 Sales Management Challenges & How to Solve Them with Science
Are great salespeople born, or made? With today’s advanced scientific sales analytics and measurement tools, sales managers can actually find out.
First, behavioral assessments give sales managers insight into a salesperson’s nature and psy… Continue reading
Posted in: Sales, Sales Management
Tags: motivation, sales manager, sales success, salespeople
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Where Do Great Front-Line Sales Managers Come From?
Managing a sales team is one of the most important positions in a company. Great sales managers have a profound impact on the productivity of their sales teams and produce better sales results. Managing a sales team is also one of the most challenging … Continue reading
Posted in: Sales, Sales Management
Tags: hiring, Norm Behar, sales manager, Sales Readiness Group, sales results, sales success
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