sales management
Here's what you really think about Millennials
When it comes to Millennials in the sales workforce, you have opinions, and you’re not afraid to state them.
A CEO's Guide to the Differences in Sales Leadership Roles
I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?"
What is Sales Force Automation (SFA), and why should you care?
Nearly every industry in the world is looking for ways to automate processes, and the sales industry is no exception. The word Sales Force Automation (SFA) sounds promising in that it promises a reduction in costs and efficiency improvements. However, sales force automation is not (yet?) everything it is hyped to be.
Rethinking The Role Of The SDR (Sales Development Representative)
Recently, I’ve been on a bit of a rampage, rethinking how we identify and pursue opportunities. In this post, I’m trying to look at how we deploy people to actually find these opportunities.
CEOs: Why are you ignoring the cost of failing new sales hires?
Everybody in sales leadership knows that a bad hiring decision, or failed on-boarding, is a costly mistake. So why is turnover still so high in the sales industry? Maybe leaders feel like they can’t fix it, so why bother trying. Or they feel like they have more pressing concerns.
Coaching Your Sales Teams Like a Pro
It’s pretty near impossible to find a negative opinion about the effectiveness of sales coaching on the top line performance of a company.
