Sales Management

4 Powerful Sales Coaching Tips

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,…

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5 Things Sales Managers Should Never Say To A Salesperson

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…

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8 Questions Sales Managers Have To Regularly Ask Themselves

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…

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7 Ways To Reduce The Potential Cost Of 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…

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Is Your Employee Ready To Be A Sales Manager?

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…

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7 Skills Sales Directors Will Need In 2025

It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics. The generational gaps that we really didn’t have to concern ourselves about are now one of the most important aspects of every office’s working  situations. The changes we see today are happening…

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7 Habits Of Highly Successful Business Development Managers

A habit can be defined as ‘any behaviour that is repeated regularly and tends to occur subconsciously’. When we work on something continuously, we start to lay down a pattern of behaviour that is reflected every time that specific situation occurs. This behaviour becomes the norm for us and we see it as such; a normal way of doing things….

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What Great Sales Managers Do Daily

How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the wayside? Much of the success of sales management comes down to daily routines that build great teams and support successful individuals….

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5 Ways Sales Managers Can Improve Their Leadership & Culture At Work

Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’ It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future…

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Successful Sales Managers NEVER Use These Phrases

When we interview sales managers and ask how they motivate their sales teams, we often here similar stories of how they build up morale and get their teams thinking about growing and advancing in their sales prowess. But we sometimes ask them what they would NEVER say and what would be the implications if they did. It gets them thinking,…

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