We now know that change can come from many directions and that while there are three ways to respond to change, adapting is often the best reaction. But what if you don’t want to adapt? How can you change your mindset? Or help your sales team with their mindset? In this Lesson in Leadership, we […]

Sales managers in the middle of organizational or industry transitions are responsible for effectively guiding their teams during times of change. Since these types of changes are occurring more frequently in the current business environment, the pressure on sales managers has increased. This Lesson in Leadership examines obstacles to change and the corresponding fears that […]

In the previous post, Focusing Your Energy, we discussed how our energy levels can be affected by our attitude and by our actions. But how do we protect ourselves from negative energy drains? By understanding what is within our control and what is not. The Areas of Control There are certain things in your life you […]

In this three part series, we take a unique look at focusing your energy to accomplish your goals. As a sales manager, you may sometimes feel you have too many things to focus on. We have a helpful way to look at refocusing. First, let’s look at ways our energy level can be affected. On […]

The previous post on Planning for Success introduced you to the idea of a Tactical Map and presented one of the benefits of creating such a map. In this post, we will discuss two more benefits. Sales development will be much easier when you use this highly effective tool. Let’s jump right in. Benefit #2: Motivation is “internal” […]

In a world where change, organizational transition, and sales force transformation seem to be the status quo, some things remain the same. One constant is the resolute expectation that sales managers continually improve performance. No matter how successful a sales team or selling organization is at the moment, there remains a need for continuous improvements […]

During one of our recent Sales Management seminars I had an interesting conversation with a veteran sales manager. His comments revealed a sentiment shared by many managers. He said, “I think that I’m a great sales manager. At least other people seem to think so. But things have changed so much since I started doing […]