Sales Management

2 Things That Kill Motivation In Salespeople

Business woman unmotivated at work

A salesperson once said on one of our training programmes that no manager he had ever worked for had been a true ‘motivator’. He went on to describe how no-one he had worked for had even tried to find out what drove him forward and what would make him get up in the morning buzzing and eager to get to…

Read More

How To Get The Best From Your Sales Team

Happy team with boss

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 is vital that we understand the elements that…

Read More

7 Ways To Coach & Mentor Your Sales Team

Manager coaching his sales team

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role? Here are some tips…

Read More

How Can You Encourage Performance In Your Sales Team?

Human maximising performance

As a sales manager, there are many responsibilities that you hold in terms of results as well as performance. You’re paid for the results you achieve; the more you achieve , the more successes you can measure. All managers realise they have to employ people to do the job for them. If you rely solely on your own skills, your…

Read More

3 Powerful Sales Coaching Tips

Office discusstion

You know the feeling. It seems that after all of the training, the teaching, the sales contests, rewards and prize money; still there are too many on your sales team who routinely turn in lacklustre performances and barley survive. Sales contests, incentive prize money and recognition will cost you a bundle, and if it does not provide a significant return…

Read More

4 Powerful Sales Coaching Tips

Writing Text Showing Sales

I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply exactly to your situation. However, you will get the idea. Lead By Example The old commanding, “Do as I say,…

Read More

5 Things Sales Managers Should Never Say To A Salesperson

Man in frustration

No matter how long you’ve been associated with sales, you’ll never know it all. We’ve worked with sales managers and directors who have been involved in sales all their working lives, sometimes over 40 years, and the evidence of bad leadership exists in the wastelands of their past, through poor motivational techniques, overload of their teams and a determination to…

Read More

8 Questions Sales Managers Have To Regularly Ask Themselves

Thinking

It’s not easy these days managing a sales team. There’s the external pressures of competition, legislation changes, the economy, client expectations, product development and the like, along with the internal concerns of salesperson morale, budgets, target-setting, product quality and many other things that can affect performance. So, what should sales managers concentrate on to still maintain some kind of control…

Read More

7 Ways To Reduce The Potential Cost Of Losing A Salesperson

Losing A Salesperson

I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years. He was asking me if we could run a motivational programme for his team so that they would go out and sell more stuff, and stay longer at his company. I asked him if he had calculated the…

Read More

Is Your Employee Ready To Be A Sales Manager?

Choosing Right Candidate

One of the key motivational drivers for many salespeople is the desire for advancement and growth. This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. But…

Read More