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Jack Welch’s Sales Management Concepts

Jack Welch has been voted one of the most influential managers of the twentieth century, and the effects of his style is still being felt today. He was the CEO of General Electric (GE) from 1982 till 2001. To start evaluating his managers, Jack implemented a system of measuring performance based on characteristics that ‘graded’ them against certain criteria. The…

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In Sales Management, You Reap What You Sow

Every sales manager, supervisor, director or otherwise frontline sales team leader, wants to have and develop a great sales force. Everyone wants eventually to have a sales team made up of superstar sales people. We all want that sales crew in where every sales person is a high-level, top performing, consultative, executive-level super sales person. However, I am continually surprised…

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3 Deadly Sales Management Mistakes

You can find a ton of tips and tricks on what to do to motivate and build a sales team.  However, there are a few things you should not do. The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect.   Below are three sales management blunders that…

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A Powerfully Effective Sales Contest To Motivate Your Team

Sales incentive contents can be a positive force to help motivate your sales people to new levels of productivity and loyalty.  Alternatively, poorly constructed or inequitable sales challenges can result in anti-productive activity, resentment and rebellion. Below is a powerful idea for sales incentive programs that you can alter to fit your organisation, that will inspire your team and boost…

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3 Tips to Communicate More Effectively with Your Sales Team

The old adage, “It is not what you say, but how you say it,” is true and valid.  In today’s business environment, the wrong words or tone of those words can cause misunderstanding and resentment.  As today’s buyers are more educated and sophisticated, sales management must realize that today’s sales people have evolved as well. You Said One Thing, They…

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How To Get The Best From Your Sales Team

Getting the best out of your Sales Team… Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it…

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