Tag Archives: Sales Management

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Keith Rosen’s Post: Managers Don’t Know What Their People Are Doing

Managers worldwide struggle to find the time and resources necessary to properly observe their people. Learn why this is a crucial mistake and how to avoid it. I recently delivered a webinar in partnership with Salesforce.com and Work.com that focused on key concepts from my book Coaching Salespeople Into Sales Champions. It was an exciting and fast-paced conversation. We answered as many questions from attendees as we could, but still had to wrap things up leaving dozens of questions unanswered. … Continue reading →

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Keith Rosen’s Post: [Video] Selling is a Language – Coach the Language

Your A Players are clearly more effective communicators than your C Players. So if selling is a language, why aren’t we coaching our salespeople’s language and message? Get notified each time a new 60-Second Sales Coach video is released. Complete transcript taken from a live Q & A session in Phoenix. Would anyone here disagree that selling is a language? In other words, your A players are clearly more effective communicators than your C players. Is there anyone here who … Continue reading →

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Jeffrey Gitomer’s Post: The Biggest Thing Sales Leaders Overlook: SALES!

TweetREALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? Why not do something to actually help? REALITY ANSWERS: (Pick any or all that apply.) You’re an idiot who knows nothing about leadership, coaching, or creating winners. You’re a micro manager with little or no current sales talent yourself. (You may have sold before, but that … Continue reading →

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Steven Rosen’s Post: How to Drive More Sales Every Quarter

Effective Quarterly Business Reviews Drive Sales Performance Both business acumen and business planning are becoming a much more integral skill for sales reps and sales managers. Company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process it is important that companies build in proper follow up and follow through to ensure execution and establish accountability to the business planning process. Quarterly business reviews consists of a formal review meeting between a … Continue reading →

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Lorenzo Cavalieri’s Post : Vil denaro e sterco di satana

– - letto 18

Perchè in tanti dicono “vendere non fa per me” Quanto l’idea che nell’immaginario collettivo si ha di un agente immobiliare o di un direttore commerciale è influenzata dal pregiudizio culturale che associa “l’accumulazione del vil denaro” all’ingiustizia? Non poco, soprattutto se partiamo dalla considerazione che la vendita è il «braccio armato» di ogni processo di creazione e distribuzione di valore economico. Da questo punto di vista è plausibile legare metaforicamente il venditore al soldato (soldato viene da soldo). Entrambi sono … Continue reading →

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Kaptain Mirza’s Post: SCAM PONZI Selling Hit, Selling Split – How..?

SCAMs are way too attractive, at first, just like the first date, till the end until exposed. So how does the black market thrive so fervently and feverishly amid the internet so much around..? Question is greed blinds everyone, specially the working class. DUBAI SCAM DUBAI SCAM – Gruesome Details The latest to surface is this Dubai Project and Assignment scam, which allegedly has swindled a million Dirhams from 6000 people. Reportedly, some people have lost their entire life savings … Continue reading →

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Jonathan Farrington’s Post: What Defines a Truly Great Sales Manager?

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. This clearly puts emphasis on the behavioral skills required to promote good human relations and helpful attitudes. These skills are developed mainly from: • An interest in individual needs and points of view • Readiness to direct time and thought to analyzing attitudes • A sense of justice or fair dealing • Respect for the personality of others To enable the staff that … Continue reading →

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S.Anthony Iannarino’s Post: Mailbag: How Do I Hire a Great Sales Manager

Mailbag: How Do I Hire a Great Sales Manager is a post from: The Sales Blog | S. Anthony Iannarino Mark writes, “Can you write on the ‘How-to’s’ of hiring great sales managers, setting expectations, compensation packages, and key places to find this unicorn?” How to Hire Great Sales Managers Hiring well is an art form. If hiring is easy, you’re doing it wrong. If hiring is fast, you’re doing it wrong. If hiring isn’t the most difficult part of … Continue reading →