I just finished up a 10 part series on how to be a better sales manager. Whew! It'll be a while before I try anything that ambitious again. Here are links to all the posts in the series.
1. Listen
2. Keep your distance
3. Be a director, not a star
4. Take the micro out of your manage
5. Focus on results
6. Deal with
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This is the tenth in a 10-part series, How to Be a Better Sales Manager. It’s my belief that the sales manager is underserved. There’s plenty of training and coaching available for sales people, but managers, the unheralded heroes of sales success, are all too often left to their own devices. These posts are designed for sales managers who want
...more»
This is the ninth in a 10-part series, How to Be a Better Sales Manager. It’s my belief that the sales manager is underserved. There’s plenty of training and coaching available for sales people, but managers, the unheralded heroes of sales success, are all too often left to their own devices. These posts are designed for sales managers who want
...more»
This is the eighth in a 10-part series, How to Be a Better Sales Manager. It’s my belief that the sales manager is underserved. There’s plenty of training and coaching available for sales people, but managers, the unheralded heroes of sales success, are all too often left to their own devices. These posts are designed for sales managers who want
...more»
This is the seventh in a 10-part series, How to Be a Better Sales Manager. It’s my belief that the sales manager is underserved. There’s plenty of training and coaching available for sales people, but managers, the unheralded heroes of sales success, are all too often left to their own devices. These posts are designed for sales managers who want
...more»
Robyn McMaster of Brain Based Biz does not like procrastination, as she made clear on a comment on a recent post of mine. The post was about why sales managers should take swift action, and Robyn's post got me thinking about why people put off unpleasant work.
Why indeed? Well, here are a few theories -- do they make sense? Can
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This is the sixth in a 10-part series, How to Be a Better Sales Manager. It’s my belief that the sales manager is underserved. There’s plenty of training and coaching available for sales people, but managers, the unheralded heroes of sales success, are all too often left to their own devices. These posts are designed for sales managers who want
...more»
Suppose you have two sales people, Jack and Jill. Jack is incredibly polished and professional. He makes fabulous presentations, works like dog, follows up diligently, and is virtually self-managing. Jill, on the other hand, is rough around the edges. She's unprepared, disorganized, and high maintenance.
Jack is consistently 85-90% of quota.
Jill is consistently 110-125% of quota.
Which is the better rep?
You might
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