Sales Management Articles

Do you have professional salespeople on your team? Of course almost all sales managers would answer yes, even when it’s not really the correct answer. What’s your definition of a professional? The best definition I’ve heard of a professional is based on their consistency of performance. Describing someone as a professional is also saying there’s […]

In my sales programs I describe most sales people as being like the “Hellarewe” bird. That’s a three foot bird living in four foot grass…who keeps saying “Where the hell are we?” How many of your salespeople act like “Hellarewe” birds? But selling is a lot like the game of Chess. If you think more