Articles for Sales Management Professionals

from Jim Pancero Notice how hard it’s getting for your reps to talk with buyers before all their buying decisions are solidified? Today a large number of buyers are making their selections and decisions before they even talk with a sales rep. What is your sales team doing to influence your buyers earlier in their…

from Jim Pancero How much time are you spending in the Coaching Zone as a coach and leader of your sales team? How much of your team conversations are you able to stay Future Focused, Tactical and Strategic? Success as the leader of a sales team today means you need to be more proactive in…

from Jim Pancero How are you helping your sales team maintain their persuasive edge? Like professional golfers who spend hours practicing to maintain their swing, sales pros need to be continually reminded, and practice the basic components of selling and persuasion. On this video I share a brilliant idea I learned from my good friend…

from Jim Pancero Have you been following the A-B-C’s of Leadership with your team? Most leaders today just don’t have enough time to really coach and lead individual members of their team. How much time the last few weeks have you been able to devote to one-on-one coaching and strategy with your team members? On…

from Jim Pancero How effective are you as a translator for your team? Are you spending all your time talking, and solving the symptoms they keep bringing you…or are you able to quickly get to the real problems? It’s wasted efforts solving symptoms without fixing the underlying problems or causes. I share some ideas on…

from Jim Pancero Are you asking the third, and most critical question when coaching your sales team? Are you flexible enough to adjust and improve your “history…to today…to future” focused coaching balance? Have a few ideas I share on this video to hopefully help you become an even stronger coach and leader of your sales…

from Jim Pancero Been distracted lately? How much time did you spend last week fighting fires, fixing problems, tracking down back-ordered materials and repairing what was a stable supply chain to your business? Today’s disrupted business environments are causing leaders to spend so much time fire-fighting “today” issues that they have no time, budget, resources…

from Jim Pancero Are you managing two completely different sales teams? How many reps do you have who are over 45 (Baby Boomers and the older Gen X’ers) demanding independence and to just be left alone until they ask for help? And how many of your reps are under 45 (Millennials and younger Gen X’ers)…

from Jim Pancero How are your reps answering that question? Do you have any type of coaching and forecasting tool that helps you identify the gap between what your sales reps think they can sell the rest of this year and their assigned quota? Some companies already have this type of “100% Forecasting” in place…