Articles for Sales Management Professionals

When you can get a sales rep more excited and more confident in what they're doing, they'll tend to sell more. So when you’re promoted to sales management, your job of leadership is no longer about you. It's about what you do to help your people.

This is a great video to show at your next sales meeting!  

How much training and coaching did you receive when you were first promoted to sales leader? Who helped you understand how to effectively motivate sales professionals? How to coach someone through their multiple-stepped selling processes? How to help reps develop effective account strategies? 

How are you functioning as the leader of your sales team? Are you functioning as a Sergeant Major…or a General? And the way we can help you achieve success managing your team is by making sure you have the proper philosophy of sales leadership.

The reality is most companies do a really weak job onboarding a new employee. Too many organizations put little thought into this even though they are potentially impacting the motivational environment of their organization.

Too many sales leaders do little to help their reps improve their objection-handling skills. How much coaching and training have you invested lately in how to best handle the most common objections being heard by your team?

A client recently had a major crisis. One of their top sales reps left going to work for a competitor. When my client checked out what was happening in that departing rep’s territory, they discovered they had little usable information. 

Join me as I share how you can sell a lot more when you function as an organized SWAT Team, instead of just trying to wrangle a bunch of independent gunfighters.

One of the best ways to grow sales is by prospecting. But in too many companies, prospecting is more of an after-thought whenever reps have any extra time to go after any new accounts. Prospecting is rarely an ongoing and consistent component of most sales rep’s weekly selling plans.