being a solid sales manager

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 management. However, being, first and foremost, a sales person myself, I must address this issue. Let’s face it; there are…

Read More

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, in motivating the team, it is easy to overlook the individual sales person. After a time, you can find yourself…

Read More

When Should You Let A Sales Person Go?

You can always find much discussion on how to hire top sales people and how to recognise and find people who can be top producers.  However, when is it time to give up, admit your mistake and let a sales person go?  Other than unacceptable performance, dishonesty or blatant unprofessional behaviour, is there a time when you need to fire a…

Read More

The Zero Tolerance Approach To Sales Management

Businessman with strong shadow

When you hear the term “Zero Tolerance to Sales Management,” I would imagine your first thought is about having little or no patience for inept or slip-shod sales people. However, I am referring to the reverse. When talking about zero tolerance, I am speaking to sales managers who need to adapt to a policy of total responsibility. Total Responsibility By…

Read More

Solid And Flexible Sales Management Approaches

Group of colleagues working

  With all the advice and ideas available about how to manage and lead in difficult times, it can hard for a sales manager to know when to remain resilient and when to adapt to changes in circumstances. If you’ve carried out a personality profile in the past, you’ll know that some characteristics are good to maintain, whereas other behaviour…

Read More