Articles for Sales Management Professionals

Most sales leaders have so many other distractions and demands of their time, they have little time left to actually ride with a sales rep or do any kind of coaching, strategizing, or account planning. The most critical job of a sales manager is to help your people achieve more than they would have achieved if you just left them alone. Are you fulfilling that definition in your work with your team?

Reps today need to be more efficient and effective by utilizing the best practices of selling. What can you do to make sure your salespeople have all these tools?

What can you be doing to help your reps get ready for your big selling season?

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?