The Sales Manager’s Job Is Different
The front line sales manager (FLSM) has, possibly, the single most difficult and important job in the sales organization. FLSMs are responsible for translating the strategies and priorities of the organization into execution by their teams. Through their teams, they are responsible for millions to tens of millions in revenue.
Sales leaders are confused about what content can do
Sales content is a hot topic right now, with companies like Hubspot preaching the value of being able to organize, track, and measure content designed to support salespeople.
0%, 50% or 75%? In Sales, It Just Doesn’t Matter.
How far has a potential prospect progressed through their buying process before they engage with a seller for the first time?
How to design a sales process that helps build trust
There’s no question that trust is critically important in sales. Without trust, sales falter. But have you ever given thought to what, exactly, “trust” is?
Drilling into the need beyond the need
Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a quarter-inch hole” - and this observation has surely now become one of today’s most relevant and widely quoted sales aphorisms.
Why your best performers make terrible managers
Sales coaching is an important key to improving sales performance. The coach is the salesperson’s most important connection inside the organization, and the coach’s success or failure impacts the success and failure of the entire team.
