Sales Management Articles

How To Coach Sales Reps On The Fundamental Structures Of A Sales Call

The job of a sales manager is to help each and every one of your people achieve more than they would have achieved if just left alone. How are you helping your people achieve even more by coaching and helping them increase their Operational or fundamental selling skills? How often are you riding along and …

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Reasons to Add a Sales Manager to a Dealership

Natural evolution of a dealership As dealerships get larger each person working there will tend to become more specialized. In the beginning when there are only one to three locations most managers are general managers getting involved in all major decisions. As they grow, usually by adding locations, they will need their top managers to …

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Sell More by Becoming More of a ‘Managing Manager’

Are your salespeople maximizing all of the selling opportunities available in your markets? How are you, as their sales manager, contributing to their selling success and profitability? What “management style”do you utilize to lead your sales team? There are two basic managerial styles or philosophies of leading a sales team. You can manage and lead …

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Help Reps Shift From Intuitive to Structured and Consistent

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 …

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