Few people work effectively when they are being suffocated. If you ever had a boss who looked over your shoulder 24/7/365, you probably felt as though you were being buried alive.
Nonetheless, there's a tendency in sales management to bury sales reps alive with call reports, forecasting reports, lost business reports, new business reports, business assessment reports. (Have I forgotten any?)
Sometimes
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This is the second 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
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This is the third 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 first 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»
Much has been written about how hard it is to succeed in sales. It's all true. But to succeed as a sales manager? Even harder. The status, scope of responsibilities, and influence of sales managers vary from organization to organization. But the one consistent element of the sales manager mindset is uncertainty.
Uncertainty about how their sales reps are performing. Sales
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First impressions are powerful. My first mentor in sales made a great one on me. He was trained as an accountant, incredibly driven, and willing to do anything in the world to help you - even if it wasn't pleasant. His name was Gary. Here are just a few of the things I learned from him.
1. Have a genuine interest
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Nothing can help a sales trainee more than being mentored by a successful veteran. Sometimes, despite having the best of intentions, a mentor can do more harm than good. It happens when the veteran sees things too much from the perspective of a veteran, and not enough from the perspective of a rookie. If you are a mentor, you have
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