Sales Management Tips
Q. I have been reading some of your articles and then came across your website. I was wondering what kind of advice you would give to a salesperson trying to become a sales manager. What steps should I try taking first? A. Good question. I’m sure there are thousands of my readers who have the same question bouncing around in…
Read MoreVery soon we’ll be confronting the next wave of change as our companies and our jobs lurch back to something resembling pre-covid normal. The question in the back of every executive’s mind is this: “How do we handle the post-Covid changes?” Specifically, we’ll have to accommodate employees who have been working from home, customers who wouldn’t see salespeople, and a…
Read More“How do I get ’em to do what I want ’em to?” That’s probably the question I’m asked more than any other. Frustrated CEOs, CSO’s and sales managers express that thought over and over, in one way or another. They’re talking about their salespeople, of course. They harbor a feeling that some of their salespeople just aren’t doing what they…
Read MoreIf a sales person has lost interest, this could lead to reduced sales production for the sales person and for the company. When should you intervene?
Read MoreWhat can you do to win the business and retain your price points when faced with this ultimatum?
Read MoreYou have mandated some changes, and a good percentage of the sales people are not making them. Time to take some action.
Read MoreHow you define prospecting is up to you, but make sure you define it in specific behaviors to be followed.
Read MoreWhat is the best way to handle meeting interruptions? Don’t allow them to happen.
Read MorePostponing a decision because you are still considering all of the information can reach the point where the need for the decision ceases to exist.
Read MoreHow to gain incredible insights into your competition.
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