Sell the Why
Engineers, operations folks and company executives are usually very good a selling the “How” and not as good a selling the “Why”. As sales manager, your job is to convert the “How” into “Why” and help...
View ArticleA Sales Bump
As a sales manager, I knew that I could create a 10% sales bump in any sales territory just by traveling with the sales representative for a week. I didn’t make the sale, I didn’t make the...
View ArticleCustomer Relationship Management
No discussion of Sales Management is complete without a lengthy discussion about Customer Service and Customer Relationship Management (CRM). Getting a customer is one thing, but keeping that customer...
View ArticleFollow Through
Follow through in sales and sales management is like follow through in golf. If you don’t follow through in your sales effort or you golf swing, you are not going to achieve your objective. In golf,...
View ArticleSupport Your People
Your success as a Sales Manager is directly dependent upon the success of your sales force, so support your people. I know this sounds overly simplistic, yet so few managers really do support their...
View ArticleChristmas Management
The Christmas Season is a unique time of year when peoples minds move from business to family, from work related project to celebrations and from saving time and money to buying Christmas gifts. My...
View ArticleSales Training
Sales Training and Sales Seminars produce short term results. Good Sales Management and Sales Coaching produce long term results. Obviously, I am not the only person who recognizes this phenomenon....
View ArticleSelf Evaluation for Improvement
Self Evaluation is a little used tool that can pay big dividends for every sales organization. Sales Managers utilize training, coaching and ride alongs to evaluate and coach their field sales people...
View ArticleTop Sales Managers Do These Four Things
There are lots of sales managers and many times more sales people, but Top Sales Managers all do these four Things. 1. Top Sales Managers set clear, realistic expectations for themselves and for their...
View ArticleGratitude = Attitude
Several years ago, I learned about how gratitude can foster a positive attitude. I was involved in research for a chapter in a book entitled, “Masterpieces in Health Care Leadership“. We were...
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