Articles for Sales Management Professionals

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 […]

An Interview with sales specialist Jim Pancero conducted by Stacy Ward, Managing Editor, FEDA News & Views, the voice of the Foodservice Equipment Distributors Association Sit next to sales consultant Jim Pancero on a plane and be prepared to rethink everything you thought you knew about sales, particularly if you’re in management or have umpteen […]

Every sales manager has strong opinions about what they think most needs to be “fixed” or improved within their sales team. A few of the most common responses I often hear from clients include the need for more closing skills or help in time management. Some think cutting prices will increase sales, while others believe […]