by chris | Aug 27, 2014 | Sales Leadership
What makes a truly great sales manager? Based on 15 years of consulting with sales teams, I have concluded the following list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales manager, but to...
by chris | Jun 24, 2014 | Sales Leadership, Sales Motivation, Sales Process
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...
by chris | Jun 19, 2014 | Sales Leadership, Sales Motivation, Sales Process
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...
by chris | Sep 27, 2013 | Sales Process
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...
by chris | Sep 24, 2013 | Profit Maximizing Price, Sales Leadership
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...