sales management
Where is Your Sales Manager?
I sympathize with first-line sales managers, because I have always felt that their job is one of the hardest. They are accountable for a number, have to manage up and down within their own organization, and have to know their customers as well or better than they know themselves.
Is it Time to Systematize Your Sales Process?
Sales is the department that drives all the others. Without revenue, there is nothing to ship, install or invoice. So why is it that this important department often is the last one to be systematized?
Five qualification problems that drain your sales productivity
What if I told you that your salespeople don’t need more prospects—that, in fact, they’d be better off with fewer? A prospect who is engaged by your salesperson, but who never closes, on average uses up 60% more time than the prospect who closes. In other words, your sales team’s productivity can be sucked dry by a too-large field of prospects.
5 Things Every Sales Manager Should Do Every Day
Many of my clients are looking for ways to boost performance with individual sellers. But what if that’s the wrong approach to take ?
How we’re getting sales management wrong: An interview with Jason Jordan
The day that a star salesperson is promoted to sales manager is both the “best and worst day of their life,” says Jason Jordan, co-author of Cracking the Sales Management Code.
