Fire Quickly / Hire Slowly
Published courtesy of the author of “52 Sales Management Tips – The Sales Manager’s Success Guide”, Steven Rosen Many sales managers think they can save poor performing sales reps. They invest time and...
View ArticleCoaching – A Critical Element of Sales Performance and Retention
Most sales managers would agree that coaching their sales teams is key job function contributing to their success. However, when it comes to actually defining what the term “coaching” means, how best...
View ArticleDo You Have A 90 Day Sales Rep Success Plan?
Fortune 500 companies have a structured “On Boarding Process” which every new sales person follows. The plan lays out detailed time lines and benchmarks, specific action items and goals. This formal...
View ArticleCan Better Recruiting Reduce Sales Staff Turnover?
Here is another question and answer from my interiew with business.com. Business.com: How can your interviewing, hiring, and training practices help reduce “churn” in your sales team?. Susan: Turnover...
View ArticleB2B Sales Connections LinkedIn Group Reaches 8000 Member Milestone!
We’re celebrating a milestone. The B2B Sales Connections LinkedIn Group just passed the 8,000 member mark and we are growing fast! We hit 7,000 just two months ago. This really shows the power of...
View ArticleA Packed Prospect Now Means Your Sales Team Will Have A Successful Summer!
It may seem a little early to talk about the summer months, but as a sales manager you have to look that far ahead. Business can really slow down in the summer, and if your sales team does not have...
View ArticleAre Recruiting Events Worth The Time & Money?
Here is another question and answer from my interiew with www.business.com. Business.com: Recruiting events can put plenty of qualified, pre-screened candidates in front of you in a short period of...
View ArticleBetter the Coach, Better the Sales Manager!
Selling has been compared to sports for years. So much so, that sales people have even often been called the elite athletes of the business world. The reason for the comparison probably stems from the...
View ArticleWhen Management Does More Harm Than Good
I recently had a very unpleasant experience as a customer. When I started to think about the root cause of the issue, it turns out it the real fault rested solely on the shoulders of the manager I was...
View ArticleIf Given The Right Training, Can Anyone Sell?
According to the book “How to Hire & Develop Your Next Tip Performer – The Five Qualities That Make Sales People Great” by Herb Greenberg, Harold Weinstein and Patrick Sweeney, no, everyone can’t...
View ArticleSales Incentive Contest? The Size of the Prize Matters!
There is no prize too outrageous or too expensive to offer in a sales incentive contest. You just have to make sure that you set the qualification bar high enough to make sure you realize your desired...
View ArticleQuick Sales Management Tip: Inputs & Outputs
Remember, your sales representatives have to start a sale in order to close a sale. If we manage their inputs, [...]
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