What makes someone a great sales manager? What separates them from the rest? Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is...
The low-performing salesperson is costing you far more than you think. Why are you allowing the low-performing salesperson to continue to suck sales and profits from you and your company? A far too common response I hear to that question is something that borders on...
We’ve all had at least one person on our team who is simply not measuring up to where they should. We can use the old cliché of “Hire slow. Fire fast.” That’s easy to say when things are going fine, but much harder to apply when you’re in the middle of the issue. The...
As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. These selling situations can be much different than other situations, because professional buyers are incredibly adept...
Sales managers without even trying are very good at taking profit right out of their company. They do this because of how they handle things with their salespeople who in turn offer customers discounts. Sales managers place inordinate pressure on salespeople to close...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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