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…...
How Sales Leaders Can Motivate Younger Employees through Purpose-Driven Incentives
Younger employees are committed to the issues they’re passionate about. Millennials are now the largest group in the workforce, and like their Generation Z coworkers, they care deeply about environmental and social causes. They expect their employers to care, too. According to a survey from management consulting firm Korn Ferry, 63% of millennials…...
Why You Should Keep Training Your Sales Team
In today’s challenging business environment, it is more important than ever to make your organization as efficient and effective as possible. The bloodline of your company is its sales team. Without their success, your revenue will grow stagnant and your business will falter. One of the best ways that you…...
12 Quotes to Inspire Your Sales Team
These quotes from sales professionals could give your staff the inspiration they need. A positive outlook is essential for successful sales. These quotes can allow you to learn from business and thought leaders. Insights from experienced professionals can inspire you and your sales team. Everyone needs a little inspiration from time…...
Committing to Long-Term Remote Work Poses Management Challenges
We’ve been hearing a lot lately about how employees will want to continue working from home long after government officials give the thumbs-up to returning to the office. Are corporate leaders ready to commit to long-term remote work arrangements for their employees? And what would it mean for managing the…...
5 Tactics To Create Accountability for Remote Sales Teams
Well before the age of coronavirus — it seems like a lifetime ago, doesn’t it? — we were seeing a steady, rapid increase in sales teams who were transitioning to remote work. And for good reason: It can benefit everyone. Employees, especially millennials, appreciate the flexibility to work from anywhere, and…...
The Expert’s Guide to Team Management During A Crisis
Since WHO (The World Health Organizations) declared COVID-19 to be a global pandemic, the world as we know it has experienced a drastic change. For weeks now, the business community has been ramping up efforts to help contain the virus. Large corporations like Airbnb, Google, and Twitter all asked their teams to work…...
Sales Management Mistakes That Lead to Underperforming Sales Teams
Do your sales managers know how to coach and motivate your sales people? Your sales staff is underperforming, but you can't figure out why. You're pretty sure that you've hired the best possible talent, but some days it seems like your sales staff is the gang that can’t shoot straight.…...
