Sales Management Articles

The significant differences between your sales manager’s “Independent Gunfighter” leadership and selling style and your core values of collaboration and respect for the individual is the current struggle being faced by many companies (and industries) today. We are experiencing a generational shift in selling and sales leadership philosophies. The “old school” style of selling that […]

What have you been doing recently to improve the selling skills of your team? With the growth of online sales newsletters, you now have an inexpensive way to conduct weekly sales training and coaching sessions with your team using the skill ideas being offered in these (normally) free newsletters. Though sales training tends to work

How strong are the selling skills of your team? How consistent and effective are they in front of a prospect or customer? And when was the last time you checked them out to see if they could actually improve any of their skills and effectiveness? The Problem in Believing That “Experienced = Trained” Do you

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

A significant component of your sales training design is going to be based on what type of sales training structure or process you select to best communicate your new learning ideas. To best understand the positives and trade-offs of any specific training format we need to first look at the steps of adult learning. You

What are you doing about the aging of your sales team, your management style, and the new millennials coming on board? It’s time to face this challenge and change your management style. In this 3 minute video Jim describes the challenge and offers a few suggestions. Our thanks to ISSA for the production and use

Account planning – how to lead your sales team using a future focus of account planning. Jim Pancero reveals four key questions that will coach salespeople to be future-focused while boosting sales. Thanks to our friends at ISSA.com for the production and use of this video.

How much account planning do you lead your team through at this time of year? For the majority of sales teams the last month of a business year and the first month of a new year traditionally involve some type of territory planning and quota assignments for the year. Account and territory planning are always

  You don’t have to shoot more 3-pointers to coach LeBron James. And you don’t have to be a better salesperson to lead an award-winning sales team. But you do have to understand the philosophies and process of good selling techniques. Don’t be the towel boy. Let Jim Pancero show you how to become a