Articles for Sales Management Professionals

The reality of sales leadership is if you’re not setting goals and expectations for your team as their coach and leader…then they probably won’t achieve the performance levels you need and expect. In too many organizations prospecting is left up to each salesperson with the assumption if they have some extra time they'll put it into new business prospecting efforts.

What can you do to review with all members of your team how you expect them to conduct themselves ethically and professionally in how they deal with customers and solve their problems?

You can help your team be more effective by giving them a shot of energy and excitement by doing something different that can help re-energize their efforts (and results).

The challenge now for your salespeople is helping them understand how to persuasively relate and connect with all of the different generations represented in their customers.

A great way to increase the effectiveness and impact on your customers is to make sure all members of your team interacting with buyers have all the persuasive and problem-solving skills needed. Whether it be a delivery person, inside salesperson, administration, or counter sales.

Are your people giving up too early? How many voicemails will your reps leave before they abandon a sales lead? Zig Ziglar was famous for his motivational talk explaining how an old farm pump and selling have so much in common.

How often are your reps coming to you and saying “We lost the Phillips bid because our prices were too high?” Your rep is really telling you they didn't do their job. Their job is not selling the lowest price.

Most sales teams only work on the bottom two skill sets. What can you do to improve your rep’s skills in all four areas of selling? 

Have you been using my three videos a week I’ve been posting on LinkedIn and YouTube? Each covers a single sales or sales leadership idea in less than two minutes.