Articles for Sales Management Professionals

Where are you spending your time as a sales manager to increase your team’s selling success? An even better question to be asking is where do you wish you could be spending more of your leadership time working on things that will actually increase your team’s selling success?

What are you doing to get your team ready for your next big selling season? Most companies experience some kind of seasonality. The times of year when you have accelerated sales such as selling school supplies in the late summer or toys and gifts for the holiday season.

How many of the sales messages delivered by your team only talk about themselves, and has little to do with your buyers and their needs? Most reps only sell to one type of buyer…themselves. They’ll tell the buyers why they personally love their product (or service) and why they would want to buy it. 

Today’s video discusses your important role as the leader of your team, and getting you in front of more buyers so your team can sell even more!

What can you be doing as the coach and leader of your team to help them build stronger tools and processes like defining the steps of a sales call, clarifying your new business selling process or your plans to grow existing customers over the next year?

How much time are you going to spend in 2024 riding with your reps and coaching to improve their selling process skills and messaging?

What can you, as a sales leader, do to help your team better understand how to persuasively handle objections…and to see the positives in their buyers’ complaints and concerns?

Being effective in selling today requires us to sell to the full range of buyers available to us. How flexible are your reps at selling to someone who is not like them?

How tactically strong are the members of your sales team? The challenge is most sales people are weak tactically. You can test this with your team.