I received a phone call for help last week from a new selling sales manager. She told me how happy she was initially to get what she thought was a promotion from ‘strictly selling’ to the role of Selling Sales Manager. The conversation quickly turned to the concerns she had and the struggles she was […]

5 Steps For Retaining Sales Talent Retaining enough high potential sales talent to meet sales goals and grow business is one of the biggest concerns for sales managers. In many industries, expecting 20-40% annual sales attrition rates has become the status quo. And yet, some sales managers beat the odds and continue to retain long-term […]

Sales managers who are responsible for coaching and building an elite high-performance sales team face continuous change. Helping your team navigate change is one of the hardest challenges many sales managers experience. This Lesson in Leadership provides direction for working with change management. Change has always been with us. Since the beginning of time, things […]

One of the greatest challenges sales managers face is helping their team in the midst of change. Sales managers may instinctively know that how the team reacts to change can create more difficulties than the change itself. To avoid negative results and help the sales team make the most of the change they face, sales […]

As a sales manager, you may feel that you must have all the answers. Both managers and employees will benefit from developing resources. Resources help us answer questions and find solutions. Traditional information sources are one type of helpful resource. But we also find helpful sources of insight and feedback among co-workers and team members. […]