Sales is a cutthroat industry that can be incredibly difficult to succeed in. One key element of any sales team is an effective sales leader – they can mean the difference between teams struggling to hit their quotas and consistently exceeding them. A strong leader can identify strengths and weaknesses…...
The 16 Do’s of Highly Effective Sales Managers
Ronald Reagan once said, “The greatest leader is not necessarily the one who does the greatest things. He is the one that gets the people to do the greatest things.” As sales managers, we may not be leaders of the free world, but we are uniquely positioned to influence and…...
6 Steps for Recruiting Top Sales Talent
In 2020, companies in virtually every industry had to turn their sales strategies on their heads. Account executives accustomed to wining and dining clients had to find new ways to build rapport virtually. Sales managers had to learn how to motivate and manage their teams remotely. Companies had to figure…...
3 Tips to Make Your Weekly Team Meetings More Effective
Taking the time to strategize, clarifying your immediate and long-term goals is essential for a well-run, successful team. Weekly meetings should be an essential part of any organization that is striving to work as a cohesive unit. Unfortunately, not all meetings are productive endeavors and they often tend to be…...
5 Ways to Measure the Performance of a Sales Manager
This article provides specific and practical techniques for measuring the performance of your company’s sales managers. Perhaps no position in the sales organization has less accountability than the sales manager position—in part because many companies don’t know how to measure sales manager performance. For example, the primary (and sometimes only)…...
What to Expect of Great Sales Leadership
“How do I build a great sales culture at my company?” I get that question often from small business owners. And what I always share is that it starts with your leaders. When hiring for sales leadership roles, you have to think well beyond just promoting an experienced account executive…...
Five Simple Strategies for Motivating Your Sales Team
Everyone has a set of factors that influence their performance at work—some of these factors are work related, but many are not. The same goes for motivation; what motivates one employee might discourage another. Many managers gravitate towards complicated reward systems, accountability strategies, or other similar tactics that promise to…...
The Cost Of A Bad Hire
Hiring the wrong sales leader or salesperson can seriously hinder your business in more than one way. Why aren’t more companies taking the necessary steps to make sure their new person is right for their company? Financial Cost When it comes to the cost associated with a bad hire, people…...
The 5 Demands of a Competent Sales Leader
The word “demand” or “demanding” can induce an adverse reaction, and not without good reason. The way we are using the word “demanding” here does not point to the autocrat or despotic leader, who doesn’t care about their people. The term “demand” as we are using it here means being…...
10 Sales Management Strategies to Lead Your Sales Team
If you’re new to sales management, you need to develop the skills to lead your team. Adding a few sales management strategies to the mix can help you motivate the team to achieve the goals you’ve committed to. In this post, we list 10 sales management strategies to consider. Expectation Management Is the…...
Building A High-Performance Sales Team
Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021. First and foremost, create clarity about…...
When is the best time to work on the sales culture?
Is it easier to change a company's sales culture when sales are going well, or on the contrary, when they are going badly? Actually, this is not the right question, because working on the sales culture will never be easy, whatever the conditions of the company and the market. The…...
Three Ways to Lead More Effective Teams
Team leaders often focus on product details. Founders obsess over fonts. Sales managers fixate on tough-to-wrangle customers and shop owners on the minutia of shelf displays. Yet, all too often, virtually no attention is given to the fundamental driver of business success: team dynamics. Behind every choice in a startup,…...
How to Become a Sales Manager
Advancing from a sales representative into a sales manager role requires polishing your skills and presenting your best leadership qualities. When learning how to become a sales manager, there are several important steps to consider. These include: Aligning with required credentials Being a leader and team player Knowing how to…...
8 Powerful Strategies for Managing Remote Sales Teams
Remote sales teams are widespread right now due to the global pandemic. Most remote sales teams are adjusting, albeit with a few aches and pains, to the new status quo. But there are still remote teams that are struggling with the reality that the team is connected by nothing more…...
The 5 Biggest Mistakes New Sales Managers Make
This article describes the 5 biggest mistakes that new sales managers make, and how to avoid them. When new sales managers were peak-performing salespeople they mastered the science of selling. But once they become a new sales manager, they often find themselves working harder but not seeing a commensurate impact…...
