A lot of the tactics and responsibilities effective sales leaders need to understand and fulfill aren't exactly intuitive. They can be tough to nail and navigate — especially if you're just settling into your role. While there's no be-all-end-all playbook for effective sales leadership, there are some tricks and strategies…...
How to successfully manage a remote sales team
The need to work remotely has never been more pressing than it is now. Unfortunately, COVID-19 is spreading around the world, and as a result, many companies are asking their employees to work from the safety of their homes. Supporting remote employees is nothing new, but when it comes to…...
How to Meet the Challenge of Managing a Remote Sales Force
During the coronavirus crisis, almost every sales team has shifted to working remotely. Now, with the crisis still exploding in many states during the summer – most are still remote. Many will not go back to offices soon. As a result, remote sales may be much more common in the…...
How to Meet the Challenge of Managing a Remote Sales Force
During the coronavirus crisis, almost every sales team has shifted to working remotely. Now, with the crisis still exploding in many states during the summer – most are still remote. Many will not go back to offices soon. As a result, remote sales may be much more common in the…...
Ultimate Guide to Sales Management for 2020
Sales management can be a difficult business discipline to master. It involves not only understanding and applying the latest sales techniques, but also helping sales teams work at optimum capacity. Managing a sales team is demanding enough under usual circumstances, however the recent trend towards remote work has added additional…...
The Ultimate Guide to Sales Management
When considering how to boost your revenue and grow your business, what comes to mind? Evolving your product line? Reaching your audience in new ways? Launching a brand awareness campaign? Have you ever considered the team working to sell your products? Specifically, the managers who lead your sales teams? These are the…...
How to lead a sales team without micromanaging everyone
Managing people can be tough. Managing a sales team can be even more challenging with all the priorities, tasks, pressure from the C-Suite and the stress of hitting monthly or quarterly quotas. The most challenging part of the sales job is having the right balance between not enough or too…...
The Wrong Pick For Your Next Sales Manager
Often, the obvious pick for a sales manager is also the wrong one. Picture this. You have an opening for a sales manager position in your organization. The obvious pick is your top performing sales rep, right? Not necessarily. Contrary to popular belief, the skills that make salespeople successful…...
Great Sales Managers Answer “Yes!” To These 4 Questions
This article provides four questions that you can ask a sales manager to quickly judge if he or she is a great sales manager, or not. If you currently are a sales manager, ask yourself these four questions to assess your own sales management skills and areas for improvement. Do all of…...
Qualities of Successful Sales Managers
It's not uncommon for the top salesperson on the team to be promoted to the role of a sales manager. After all, this is someone who has mastered sales, so he must be the perfect guy to run a sales team, right? There's just one problem: sales management requires an entirely different…...
How to Be a Successful Sales Manager
A sales manager is the person responsible for leading and coaching a team of salespeople. A sales manager's tasks often include assigning sales territories, setting quotas, mentoring the members of her sales team, assigning sales training, building a sales plan, and hiring and firing salespeople. In large companies, sales quotas…...
Three Tips For Retaining Great Salespeople This Summer
Attracting and keeping good salespeople is at the top of every sales manager’s list of priorities. The better we are at inspiring and holding on to great salespeople, the happier, the more engaged, and the more successful they will be. Getting the best contributors to stick around makes our sales…...
How Effective Sales Managers Improve Team Accountability & Performance
Effective sales managers focus on building more team accountability and performance. An accountable sales team is the byproduct of an effective sales manager who holds salespeople accountable for daily behaviors, activities, and results. Effective sales managers improve the team’s sales performance when they commit to consistent coaching and adopt the…...
8 Tips to Advance Your Sales Career in Uncertain Times
No one could have predicted COVID-19, but the people who can adapt are the ones who will advance their sales careers during this time. With the current state of sales, everything is changing fast. Approximately 50% of B2B companies have reduced their budgets. Digital is now the preferred sales interaction, with a 250%…...
What Should You Keep in Mind when Hiring your Next Chief Sales Officer?
For new tech start-ups and even for mid to larger businesses, ensuring that the sales team is a strong unit full of diverse employees that complement each other’s strengths and weaknesses is key to driving business growth. The success of the Sales team will help make or break the company goals and…...
Lead Your Sales Team Through Uncertain Times
My first tour of duty as a VP of sales coincided with the onset of the 2001 recession. Often referred to as the bursting of the dot-com bubble, the recession worsened after the 9/11 attacks, and while the economy technically recovered in the fourth quarter of that year, unemployment continued…...
