by chris | Oct 18, 2013 | Sales Motivation, Sales Process
If and Then: The two words no sales manager ever wants to hear. If you’re hearing them, then you have a problem you need to deal with quickly. Let’s put these two words into context. Salespeople are quick to come up with a reason why they are not...
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...
by chris | Aug 16, 2013 | Sales Leadership, Sales Process
Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. More importantly, I want you to ask yourself which one you are. Compiling of reports Sales managers put them together properly, adding...
by chris | May 31, 2013 | Sales Leadership, Sales Process
It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. Let me share with...