Articles for Sales Management Professionals

How Proactive is Your Sales Manager?

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…

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What’s Really Ailing Your Sales Team?

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…

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