In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”. When you are an individual contributor, your direct manager - often the Sales Manager – someone…...
How to Shift From Sales Management to Sales Leadership
Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” They must simultaneously juggle three demanding tasks: finding new ways to attract buyers to their solution, improving their sellers’ performance and handling the demands of their organization. And these tasks have become more…...
Have You Set Your Sales Manager Up For Success? The Three Key Sales Management Skills For Growth And Development
40% of sales managers quit within the first 18 months, according to Steve Rosen, author of ‘Star Results’. That’s a jaw-dropping statistic on many levels. But, is it really that surprising? Or are sales managers being set up to fail from the outset? Too often, new managers receive inadequate training…...
Sales Leadership – Habits And Skills Of Effective Sales leader
There is immense importance of leadership in sales jobs. Most of the salespeople who are successful attribute their success to their sales leaders. Good leadership can make or break the sale of the company. When the term leadership is used, many people think of it as management, when both of them are entirely different.…...
What is Sales Management?
Sales management is the coordination of people and resources so that the desired goal can be formulated effectively. These long-term goals can be broad, although they typically result in increased sales volume, increased profit, and continued growth. To achieve these objectives, the key responsibilities of sales managers include, but are…...
The 6 Key Traits Effective Sales Management Begins With
Every sales manager has some degree of legitimate dedication to both their company and professional development. That's a big part of how you get to be a manager in the first place. Those qualities are almost a given in sales management, but the very best managers don't stop there —…...
5 Ways Leadership Can Support Diversity and Inclusion
Oftentimes leaders think the risk is too great to get involved in the discussion of diversity and inclusion. In fact, it’s the complete opposite. One danger of having a strong company culture is that it can be far too easy to perpetuate a culture of sameness where culture “fit” is an excuse to hire…...
Grow the Sales Division – By Improving Your Talent Pipeline
Quick quiz for sales leaders: Over the past three working days, how many total hours did you devote to expanding your pipeline of qualified sales applicants? If you’re like most of the leaders we talk to, the answer was either a small number, an embarrassed silence, or both. Deepening the…...
How to Use Sales Management to Advance Your Team
The highlight of any sales operation is the act of closing a deal. Revenue is generated, high fives are given, bonuses are awarded. It’s truly a glamorous production. But what about the not-so flashy side of things? Like the people who hired the rep that made the sale, or the…...
How to Overcome Sales Obstacles During a Pandemic
How are you doing at overcoming sales obstacles currently? There are always obstacles in sales, but in our pandemic filled world, the obstacles are greater. However, the rewards are greater, too. I’m going to walk you through 10 sales obstacles that salespeople are facing right now in the pandemic and…...
Five Tips To Take Your Business To The Next Level During The Pandemic
Earlier in the year, one of the most overused phrases was a variation of this statement: “Never let a good pandemic go to waste.” We were all meant to be happily baking bread, trying out new hobbies and getting in shape. That was, of course, when social distancing and self-isolation…...
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 Build a Sales Team for Your Business
An essential part of every business should be a bustling and engaged sales operation. Here are tips to help you build the perfect sales team. If you’re planning to set your company up for high growth potential, you’re going to need to hire a strong sales team to help you…...
11 sales incentives to motivate your whole team (even if they’re remote!)
What motivates you to get out of bed in the morning and get to work? Is it the fact that you work with a fantastic sales team? Are you excited about a new opportunity in the pipeline? Do you just really love your job? All of this could be true, but…...
How To Coach A Remote Sales Team: 7 Steps Successful Sales Leaders Are Taking Now
How long has it been since you stepped foot in your office? Normally, the move to remote happens gradually, with time to make clear plans, educate your team, and train them effectively. But with so many teams being moved to remote work on a moment’s notice due to the crisis,…...
How to Craft a Successful Sales Environment
When I was in school, I played club volleyball. It was an intense environment — we traveled all around the country playing other teams in decked out conference centers and stadiums. Our coaches took our seasons very seriously. Practices were strict, physical training was mandatory, and we were encouraged to…...
