sales management
It’s not rocket science! No, maybe sales is more complex...
A brain surgeon, an astrophysicist, and a salesperson walk into a bar. The brain surgeon says, “Man, I’ve had such a long day in the operating room. That last surgery was so complex I had to have three nurses, two anaesthesiologists, and an orderly help me.”
7 Questions to Find Out How to Best Motivate a Sales Rep
The motivational tactic that resonates best with one salesperson might actually demotivate another. Motivation is highly personal, so sales managers should take the time to understand the specific preferences and drivers of each member of their team.
It’s Time to Stop Trashing Millennials and Embrace Their Gifts
Don’t click on this article if you want to party a while longer with your Millennial-bashing troop. As for me, I’m tired of it. For some time now, we’ve been awash in “Why Millennials Suck” or “How Millennials are Killing Sales” headlines, and the truth is: Millennials don’t suck, and they’re not killing sales.
Business Simplification – The Number 1 Job Of Sales Enablement
Most people talking about the Sales Enablement function agree the goal of Sales Enablement is to improve the productivity and overall performance of front line sales professionals. But after that, a lot of the discussion starts going a little haywire—at least to me.
How To Tell If Your Customer Profiles Are Broken
One of the most common – and perhaps most concerning – gaps we see in B2B sales organizations is the lack of true customer insight. We certainly understand that this is a complex topic, as the discipline of researching and validating customer perspectives is genuinely a full-time endeavor. Markets change, competitors innovate, and customers evolve.
Imagine: A world without sales managers
We all struggle occasionally to keep things in perspective. In particular, we start to take things around us for granted - things that are so embedded in our daily landscape that we stop recognizing them as being uniquely valuable.
