Sales Management

Are Commission Only Sales People Bonkers?

“What?! Work in a straight, commission only position? Are you nuts?” “On commission only, it’s one week you got it, one week you don’t.” “Commission only is more about luck…” “With a commission only…YOU CAN WRITE YOUR OWN PAY CHEQUE…

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How To Get Your Sales Team To BELIEVE In You

This question is for the front-line sales manager; the general in the field, the immediate supervising sales coach, the leader on the ground. The question is: Do your sales people follow your advice and leadership out of fear or loyalty…

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How To Manage Your Sales Manager

One of the main questions I get from sales people is what to do when trapped under ineffective, negative, de-motivating or otherwise, bad sales management. Being a sales director myself, I hesitate to align myself with unfounded complaints about sales…

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3 Detrimental Sales Management Mistakes

Successful sales management requires a plethora of skills, techniques, leadership abilities, motivational cleverness and teaching expertise. Indeed, to be a good sales manager you must do a lot of things right. However, to be unsuccessful in the role of leading…

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Do Not Take Your Best Sales People For Granted

Ok, when the sales person started with your firm, you thought that he or she was a prodigy. You then invested the time and money to get the sales rookie up to speed. You eventually established difficult, yet achievable goals…

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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…

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Level The Playing Field For A Great Sales Contest

It is easy to spend a small fortune on sales contests and incentive programs designed to motivate, stimulate and reinvigorate the sales team. However, you may have found that such programs meant to motive, can end up having the reverse…

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In Sales Management, The Time To Motivate, Is Not Always The Time To Educate

As a sales manager, director or other frontline supervisor of a sales team, you will often have to help sales people correct mistakes. There are times when you absolutely must teach, correct, fix, train or rectify problems and sometimes you…

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3 Great Ways To Help The Sales Team Deal With Change

Some people do not accept change very easily, especially when it means more work and effort. However, change is inevitable, and under good, forward-looking management, it is usually a good thing. Below are three tips to help you take some of…

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Motivate For SHOW, Manage For DOUGH

As a sales manager, director or otherwise, frontline supervisor of a sales team, you have many challenges. Motivating the crew to do their best is usually the primary goal and the area where most sales managers spend their time. However,…

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Try This Last Effort When You Have Lost The Sale And You Are Walking Out Of The Door

You have gone through the entire sales presentation. You have closed a dozen times. You faced and, you thought, you overcame, what seems like a thousand objections; and still the prospect will not buy. It’s all over and it’s time…

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Take These 2 Steps To Stay Positive When Everything Is Falling Apart

I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and…

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