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Category Archives: Sales Management
2018 4th Quarter: Time to Close Business!
As the Sales Leader, what has your team accomplished Year to Date in 2018 and what is required in Q4? It is critical to have a realistic, actionable, defined plan for the remainder of 2018 to ensure your sales people … Continue reading
Posted in Leadership, Sales, Sales Management
Tagged Sales, Sales Leadership, Sales Planning
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Sales Manager’s Corner: The Buck Stops Here
Sales Manager’s Corner THE BUCK STOPS HERE! Harry Truman coined this phrase to let everyone know who was in charge and that he would take action and be accountable. As Sales Managers the “Buck Stops Here” lets your … Continue reading
Replacing Your Sales Management Frustrations & Problems With Confidence & Control
It’s the first quarter and everybody is forecasting growth and all things good. Everyone is telling you they are going to “optimize” this or “leverage” that … Continue reading
Posted in Business Challenges, Leadership, Sales Management
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What will you Improve As Sales Manager in 2018?
Sales Manager’s Corner: What will you Improve in Your Role as Sales Manager in 2018 The start of 2018 gives us time to pause … Continue reading
Sales Managers: Are you a Performance Manager or a Manager of Under-performance: Tackling & Resolving Day to Day Challenges to achieve & “crush” Sales Quotas
Getting enough quotes? Are they closing? Why or Why Not? What are our people working on that is more important than generating business opportunities? The Goal Directed Sales Person The question we need to know is “What are my people … Continue reading
Getting back “on plan” by the end of Q2
Getting back “on plan” by the end of Q2 The month of June closes out Quarter 2. If you are “ahead of plan” …great! What will you do & commit to stay ahead? What if you are behind plan…??? June/Q2 … Continue reading
Sales Talent Planning & Upgrading for 2017
Sales Talent Planning & Upgrading for 2017 A Talent “upgrade & replacement” template as a foundation for 2017 During this time of planning for 2017, what can we do from a management standpoint to improve our sales department? (HINT #1: … Continue reading
ARE YOUR SALESPEOPLE “WINGING IT” ON SALES CALLS?
ARE YOUR SALESPEOPLE “WINGING IT” ON SALES CALLS? CONSIDER THIS…. We recently reviewed the results of a couple of surveys we conducted that confirmed what we have known for some time. Your Prospects & Customers are speaking up on how they … Continue reading
Posted in Sales, Sales Development, Sales Management, Sales Training
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The Olympics and the Athletes: What can we apply to our businesses and sales teams?
The Olympics and the Athletes: What can we apply to our businesses and sales teams? A commercial popped up on TV featuring Olympian Michael Phelps, the greatest Olympian of all time with 28 Olympic medals, of which 23 are GOLD! … Continue reading
Posted in Business Challenges, Coaching, Sales, Sales Development, Sales Management
Tagged Sales, Sales Development
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Achieving Sales Accountability and Sales Results Thru: “Traps” and Reviews
Achieving Sales Accountability and Sales Results Thru: “Traps” and Reviews Definition: TRAPS—document/requirement that “traps” your sales team into doing successful activity that produces consistent results. As the quarter is winding down, Sales Leaders can’t rely on the hope that sales … Continue reading
