Great Sales Managers Guard Against Negative Thinking In Any Economy
A few weeks ago, while listening to a favorite morning radio program, I was reminded of the impact on our thoughts in any economy. The talk show host was speaking with a…
What’s Your Product Worth?
Last week Chuck Balcher (see his blog), on LinkedIn, offered this question to sales professionals. “What’s it worth? “When selling your product or service, what is it worth to the…
13 Reasons For Poor Sales Hires By Hard Working Sales Managers
Imagine this picture. Turnover occurs – sometimes at an excessive rate. Sales managers work hard and struggle to find quality candidates for open sales positions. They place ads in local…
Five Considerations In Selecting A GREAT Sales Manager
Companies need great sales managers. To find them, Sales VPs and business owners need to (1) know, in advance, the sales goals their managers will work to achieve. Sales managers assume responsibility…
The 13 Best Criteria For Choosing Sales Assessments
The sales assessment chosen for use in a recruiting process should: 1. Be scientifically validated for the position. The process and cost of validation, if any, should be included in the RFP. …
What Sales Team Standards Do You Fight For?
When we go to a restaurant, we expect the service and food to meet a certain standard. When we watch our favorite college sporting team, we expect a certain level…
Do Real Salespeople Say “If, Can’t, Or Try?
Today, while traveling from Knoxville to Memphis for Christmas, my mother-in-law called us on her cell phone. Some of you are thinking that can’t be a good thing. Actually, I’m…
A Crushed Spirit Dries Up The Bones: Be Kind AND Direct
“Please describe what happened in your last meeting with our customer Mr. Handy?” “How much time did you spend last week calling your leads for appointments?” “What networking strategies have…
Sales Management – What’s Coaching All About?
It’s all about the people you coach – the people in your company – the people you serve – your customers, prospects, clients … THEM. It’s not about you. And,…
13 Ways Sales Managers Coach Poorly
Sales managers coach poorly when exhibiting the following behaviors. They … 1. Throw new salespeople into a job without a well thought out training and ramp up process. 2. Do not…