This Lesson in Leadership will help sales managers coach their team in making better decisions. Every day we are faced with choices at work. Each of the choices we make impacts our lives, productivity, and opportunities in some fashion. My decisions determine my destiny. All decisions have consequences. As managers, we’ve learned every decision we […]

Time is a limited resource for everyone in sales. Learning how to manage time, eliminate time wasting habits, and prioritize successfully is a valuable skill for both sales managers and their team. This Lesson in Leadership will help sales managers direct their team in uncovering time wasters and then in finding ways to minimize or […]

In our first two posts in this series, we discussed how energy levels can affect our ability to focus. We also reviewed the differences in our areas of Control, Influence, and No Control. Now we give you an easy to implement plan when facing these different situations. Here are 3 steps for focusing on your goals. There are some words of […]

Do you spend too much time putting out fires? Are you pulled in every direction? Do you expect improvement from your team but just aren’t getting it? You may be making one or more of the 10 Biggest Mistakes Sales Managers Make. And aren’t aware of it. It can be frustrating. It can hurt your effectiveness […]

How to Develop Sales Skills, Knowledge, and Competencies with a Sales Effectiveness Self-Assessment Do you want to be a valued team member? An outstanding contributor in your company? Do you want to advance in your career? As a sales professional, you want to develop skills, competencies, and knowledge that will help you build a successful […]

3 Ways to Respond When Facing Change Sales managers in today’s business environment must cope with change from every direction. Upper management initiates change to expand business, customers instigate change as they try to improve their business, team turnover creates change, and outside regulations can force unwanted changes. Sales managers have their own changes to […]

How to identify the skills you need for sales career success Self-assessment is an important step in career planning for early career sales professionals. And in career development for veteran sales executives. Using self-assessment to decide what you want to do “in life” is one of Geoffrey James’ 3 Stages of Career Success. Not only can […]

  I received a call the other day from a sales manager who works for a large client that we’ve trained, supported and coached for over 10 years. He said that he was calling for help in gaining perspective. Then he said, “Maybe it’s just me, but I’ve been a sales manager for years and yet […]

Sales funnel velocity is a top concern for sales organizations In a recent sales manager training, several managers were voicing their frustrations about the number of sales which seem to get ‘stuck’ or even ‘disappear’ in their salespeople’s pipelines. I would have to say that for most sales motivated organizations this is one of the […]

I was reminded this week while facilitating a sales management training course for one of our Fortune 500 clients that even after 20 years of change in business and sales management, some things have remained the same. During one of the discussions, the members of a sales manager work group said, “We all want to build […]