Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get them to do what he wanted them to do. Here's the example he shared.

He wanted the salespeople to call on new prospects to expand the company's base. Instead of just seeing established customers, he asked them to call on prospects, and report back to him on the progress they were making.

There were almost no results. Instead he got comments like: "I'm not going to do this, I'm not a new salesperson." Or, "That's just more paperwork." This list could go on and on. The salespeople resented being asked to do something they saw as outside of their responsibilities, and the manager was extremely frustrated.

This is a classic example of the chronic malady I call a lack of "directability."

The problem is that management has not cleared up this murky difference of opinion.

It may be, of course, that the salespeople choose to ignore management's direction. That's a different but associated problem. It really doesn't come into play until the expectations are made clear.

For example, one of my clients moved his company to a CRM system. He gave the salespeople six months to learn to type, offered to pay for a typing class for them, and mandated that on a date approximately six months from now, the company would totally implement the CRM system. That meant that every sales person would be expected to use it to record sales calls, customer information, and etc.

The expectations were perfectly clear. At the end of the six months, three of the salespeople had not improved their typing skills. When asked about the use of the system, they responded, "We're sales people, not clerks. We're paid to sell, not enter information."

In this case, the expectations were clear, but the sales people held onto an outmoded definition for their jobs. The company's course of action was clear and those three salespeople were replaced.

While there are a number of things that should be done to cure this patient, they begin with an often-overlooked initiative - creating a clear set of expectations for the job of the sales person.

This malaise of undirectability has, at its heart, a difference of opinion as to what the salesperson should do. The sales people believe that taking care of their current customers and being rewarded by a portion of the gross profit is the total extent of their responsibilities. Management believes otherwise.

The difference in these basic expectations generates conflict, resentment and frustration almost daily. This negative condition leads, of course, to dismal productivity. The sales manager continually squanders his time in the dubious effort of trying to shape the behavior of the salespeople. The salespeople focus on doing exactly the opposite of what management asks so that they can build their case and prove their point.

There is another, longer range and more sinister effect. The company caught in this kind of malaise has virtually no ability to implement any strategic initiative. For example, let's say that the company has decided to take on a new product line. Management sees the new line as holding excellent future potential to grow into a category that is a minor piece of business at the moment. As management looks ahead, they see this category growing, and want to use this line to position the company in this promising segment.

So, management makes a commitment to the new line, buys the beginning inventory, loads the SKUs into the computer, works out the pricing columns, posts the products on its website, and educates the customer service department. One last, but essential piece remains - harness the power of the sales force to generate business.

Management calls the sales force together, brings in the manufacturer's rep, and introduces the new strategic initiative. At the end of the day, the sales manager announces that, because of the importance of this line to the company's future, every salesperson should introduce it in every one of his good accounts in the next 30 days.

The sales force nods gravely, and then goes out and does whatever they have been doing for the last few years. At the end of the 30 days, virtually nothing has been done.

Sound familiar? I have sketched this scenario to thousands of principals and CSOs at annual meetings and national conventions. I then ask the question, "If you were in this situation, what would be the likelihood that every one of your salespeople would do what you asked them to do?" The response is dismal.

How about you? Take a moment and reflect on the state of "directability" of your sales force.

Now, consider the implications. If you cannot implement a strategic initiative like this, what is the future for your business? Do you have a future?

You can see why I am so adamant on the importance of a "directable" sales force. It is one of the most valuable assets you can have. Almost to the point that your company's future may well depend on it.

There are a number of causes of this situation: 100% commission compensation plans, salespeople who have been around a long time, highly paid sales people, a corporate culture that promotes the idea that a sales person "has his own business." All these contribute to the situation.

The cure is to address each of these, making changes that I have discussed elsewhere in the book. But, before you can do that, you need to attend to the first step: Creating and communicating a precise set of expectations to the sales force that describes their jobs and what you expect them to do.

Once you have done that, you will have laid the groundwork for the changes that should follow.

The point is this. It is difficult to create change in the behavior of a salesperson in the absence of a clear set of expectations. That document is not a guarantee that the salespeople will change, but it is necessary to direct the process. It's necessary, but not sufficient. It's the first step.

How to...

First, let's start from the end. What are you going to end up with? There is room for lots of variation on the format and formula. I like to see this: One side of one piece of paper, on which you spell out the following things:

An overview of the job. The most important seven activities for success in the job. The definition of how success is measured. To whom salespeople report to. What sort of attitudes you expect. The question then becomes, how do you get to that point? Again, there are multiple paths. You may want to draft it yourself, or do in conjunction with a group of key executives. You may want to appoint a task force.

Should you involve the sales force? I'm ambivalent. On one side, I'm a little hesitant to advocate that you ask the sales force or that you add a salesperson to the task force. Unless the person you involve is especially mature, the likelihood is that the sales people will input in ways that are in their own personal self-interest, not necessarily the good of the company. This is especially true if they are 100% commissioned.

On the other hand, I've seen clients who have involved a mature salesperson with good results.

So, the answer depends on the specifics of your personnel, as well as the corporate climate in your organization.

Regardless, at some point, you will have a document.

Now you need to communicate that. And that calls for a sales meeting with all the key players in attendance. It's important that the CEO be involved, to lend credibility and authority to the proceedings. The sales people must understand that there is no opportunity for an appeal to a higher source, that there is no negotiation on your expectations.

It is always a good idea to give the "Why's" of the expectations, particularly if the expectations represent a major shift from current practice.

It's also a good idea to encourage dialogue and discussion. Use the meeting as an opportunity to encourage people to mentally process the information. There is a line, however, between discussion and negotiation. I take a hard-line view on this issue. I really don't think it is up to the sales people to tell you what they should do. I think that is management's job.

You don't allow your CSR to explain that they don't think they ought to answer phones. Nor is it acceptable for your warehouse foreman to refuse to take inventory.

There is plenty of room for sales people to define the "hows" of their job. But the "What's "are the province of management.

What's next?

The written set of expectations, clearly communicated, won't by itself, make transformational changes in many sales people. A few may have an "ah-ha" insight, but it will take more than just this to power the change you want. However, the expectations are necessary to set up the changes to come.

It's like outfitting a sailboat. You need to put the mast in place. A mast by itself, without a sail, a rudder and a keel, will do absolutely nothing to move the sailboat. But, you can't hoist the sail until you fix the mast.

So it is with a written, communicated set of expectations. It is a necessary, but not sufficient, step in the process of transforming your sales force.

~~~~~~~

Excerpted with permission of the publisher, from the Transforming Your Sales Force for the 21st Century, Copyright 2004, by Dave Kahle. Used with permission of the author.

About Dave Kahle, The Growth Coach®: Dave Kahle is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. He speaks from real world experience, having been the number one salesperson in the country for two companies in two distinct industries. Dave has trained thousands of salespeople to be more successful in the Information Age economy. He's the author of over 500 articles, a monthly ezine, and four books. His latest is 10 Secrets of Time Management for Salespeople. He has a gift for creating powerful training events that get audiences thinking differently about sales.

His "Thinking About Sales" Ezine features content-filled motivating articles, practical tips for immediate improvements, useful resources and helpful tips to help increase sales. Join for NOTHING on-line at www.davekahle.com/mailinglist.htm.

You can reach Dave at: The DaCo Corporation 3736 West River Drive Comstock Park, MI 49321 Phone: 800-331-1287 / 616-451-9377 Fax: 616-451-9412 [email protected] www.davekahle.com/.

In The News:

Ghosting, Texting and Conflict Management: The New Sales Management Challenge  Customer ThinkI was catching up with one of my oldest friends and the conversation moved from business to personal. She shared that her husband, a business owner, was ...
Sales and Marketing Management  Business 2 CommunityThe sales and marketing departments within an organization are inextricably linked. While the marketing function within an organization aims to establish the ...
Excced.ai Launches New Platform Leverages AI, Simplifies Sales Management  MarTech AdvisorPlatform can follow up and qualify every sales lead with human-like interaction to increase sales opportunities by 80 percent. Sunnyvale, CA: Exceed.ai, ...
Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
PROS's New AI Powered Sales Management Solution Streamlines Sales  MarTech AdvisorPROS Smart CPQ Adds Support for Sales Agreements to Improve Deal Velocity and Further Enable Omnichannel Commerce; Handles Complex Quotes up to ...
Boosting Sales Management Techniques with an Intelligent CRM  CIOLTechnology has changed sales management techniques dramatically, all processes are now online and intelligent CRM helping to manage customer ...
7 Ways Sales Teams Can Set Better Goals  Harvard Business ReviewMost sales forces use sales goals to focus attention on what's important and give salespeople direction about what to do. Goals energize people and encourage ...
AI Is Driving Sales Management's Interest Across the Board  Destination CRMNot surprisingly, artificial intelligence is infusing every part of the sales process.
What makes good sales managers  Business DailySuccessful sales managers will happily make a sale and give it to a team member.
Mackie appoints Global Sales Management as Latin American sales rep  PSNEuropeMackie has appointed Global Sales Management as its sales representative in Latin America, effective June 1, 2019. Founded in 2003, Global Sales ...
If you do not innovate, you will stagnate: Ravinder Singh, Co-Founder and COO of 1-India Family Mart  YourStoryRavinder Singh is the co-Founder and COO of 1-India Family Mart, a fast-growing value retail chain owned by Nysaa Retail Private Limited. Here are his ...
University subject profile: business, management and marketing  The GuardianStudy of organisations' finance, accounting, marketing, human resource management and administrative functions.
Young Leaders Further Career Prospects Through New Discovery Senior Living/Endicott College Partnership  Associated PressBONITA SPRINGS, Fla. - June 13, 2019 - ( Newswire.com ) ​​​​​​By way of an emergent partnership with Discovery Senior Living, 16 students from Endicott ...
Farmers Taps Fatobene for Mortgage Sales Management  businessjournaldaily.comFarmers National Bank has added new leadership to its home mortgage lending team with the hiring of Donald Fatobene as mortgage sales manager in the ...
Premal Desai to be the new chairman of the company’s Executive Board: Thyssenkrupp Steel Europe  Economic TimesElevation of Desai will follow the resignation of Andreas Goss.
iVvy, the Online Group Bookings and Hotel Sales Management Software Gets Ready to Dazzle at ROC Americas 2019  Hospitality NetiVvy Inc., the leading Venue Management Software company, today announced they will be exhibiting their award-winning technology at the 2019 Revenue ...
Proforce Equipment, Inc. Welcomes New National Sales Manager, Scott Collins  AmmoLand Shooting Sports NewsScott Collins brings over 22 years of sales and operations management experience to Proforce Equipment, Inc. and its multiple brands, including Tasmanian ...
Inside Sales Manager - Rewards Network  Built In ChicagoRewards Network is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
LiuGong NA Hires Regional Sales Manager, Forklift Division  Rental Equipment RegisterLiuGong NA Forklift has hired Drew Braun as regional sales manager forklift, and new sales manager for Latin America.
Agency Sales Manager - WP Engine  Built In AustinWP Engine is hiring for a Agency Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Novartis India appoints Sanjay Murdeshwar as managing director and vice chairman  Business TodayDrug maker Novartis India on Saturday said it has appointed Sanjay Murdeshwar as vice chairman and managing director of the company.
[Jobs Roundup] Ever wondered how coworking spaces function? Here’s your chance  YourStoryGone are days when employees were tethered to their desks working away at 9-to-5 jobs. And to suit the needs of this evolving workforce, coworking spaces ...
Sales Management  Ledger IndependentModern Woodmen, one of the nation's largest fraternal financial services providers, is looking for self-motivated individuals in the Maysville area.
VCs bet $12M on Troops, a Slackbot for sales teams  TechCrunchSlack wants to be the new operating system for teams, something it has made clear on more than one occasion, including in its recent S-1 filing. To accomplish ...
Sales Manager - ReviewTrackers  Built In ChicagoReviewTrackers is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Four Steps That Set Up Salespeople To Succeed As Managers  ForbesWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
K-12 Current Client Sales Manager, Nonprofit Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a K-12 Current Client Sales Manager, Nonprofit Software Solutions in Austin. Find more details about the job and how to apply at Built In ...
Robust Sales Growth Makes These 5 Stocks Worth Buying Now  Yahoo FinanceSales growth provides investors an insight into product demand and pricing power.
Sales Manager - Financial Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Sales Manager - Financial Software Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
Profile Products names Ken Fisher national sales manager for horticulture  Nursery ManagementFisher brings nearly 30 years of experience in the commercial and consumer horticulture industry to the position.
Sales Enablement: Your Game Plan to Repeatable High Growth  Business 2 Community“Failing to prepare is preparing to fail.” These sage words from John Robert Wooden, who won 620 games in 27 seasons as the legendary men's head ...
Feenics adds to its business development and sales executive staff  SecurityInfoWatchCompany adds two key U.S. positions to handle regional uptick and assist with sales and business development of the company's VAR network. Feenics.
Alliance Partner Sales Manager - UiPath  Built In AustinUiPath is hiring for a Alliance Partner Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Michelin names UK sales manager for services & solutions - European Rubber Journal  European Rubber JournalStoke-on-Trent, UK – Michelin has appointed Jonathan Layton as national sales manager, UK and Republic of Ireland, for the services & solutions business line.
Zacks.com featured highlights include: Starbucks, T. Rowe Price, Laboratory Corporation, Carlisle and FleetCor  Yahoo FinanceFor Immediate Release. Chicago, IL – June 14, 2019 - Stocks in this week's article are Starbucks SBUX, T. Rowe Price TROW, Laboratory Corporation of ...
MacDermid Graphics Solutions appoints North American account managers  Labels and Labeling'I am pleased to announce the addition of Trish and Michael to the MacDermid Graphics Solutions North American sales team,' said Mike Williams, director of ...
Are Your Sales People “Organizationally Nimble?”  Business 2 CommunityWhen we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly ...
Gray Announces New Management Roles for Tim Coles and Kathy Silk  GlobeNewswireATLANTA, June 10, 2019 (GLOBE NEWSWIRE) -- Gray Television, Inc. (“Gray”) (NYSE: GTN) announced that it has appointed Tim Coles as the new General ...
Full Sail Brewing Co. / KYLA Hard Kombucha - Retail Account Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comFull Sail Brewing Company and KYLA Hard Kombucha – the one and only, fermented and fizzy, light and refreshing, alcoholic kombucha beverage brewed in ...
Why Emotional Intelligence Training is Vital for Sales  Business 2 CommunityMost of the sales training we see today focus on fast-track training. This sort detail a myriad of processes that today is quite frankly – useless. Think about it ...
Sales Operations & Analytics Manager - Compeat  Built In AustinCompeat is hiring for a Sales Operations & Analytics Manager in Austin. Find more details about the job and how to apply at Built In Austin.
What’s the Difference Between Product Managers and Product Owners?  Business 2 CommunityProduct Managers and Product Owners are, in fact, different. But, both are vital to product success. To keep up with the ever-changing SaaS industry, new roles ...
Target (TGT) Hikes Dividend: Here's What Else You Should Know  NasdaqTarget Corporation TGT gave investors a reason to cheer by boosting its dividend payout. The shareholder-friendly move reflects this Minneapolis, MN.
Ad Sales Strategy Director job with NBCUniversal, Inc. | 398026  mediabistro.comAd Sales Strategy Director in New York , Manager (Supervisor), Sales, Sales & Business Development with NBCUniversal, Inc.. Apply Today.
Life after oil: Wellbeing therapy firm a family affair - News for the Oil and Gas Sector  Energy VoiceA former oil and gas worker and her ex-energy industry father are tapping into growing demand for wellbeing therapies at their Urban Wellness Hub (UWH) in ...
Husson University spring dean's list  Kennebec Journal & Morning SentinelBANGOR — The following area students have been named to the 2019 spring dean's list at Husson University in Bangor. Trent Richardson, of Anson, a junior,
On Sales/Marketing Friction  Business 2 CommunityWe misunderstand the concept of friction in sales and marketing. At least we look at it to narrowly. Too often, we look think of friction in terms of conflict, ...
Our FOMO Causes Us To……  Business 2 CommunityWe live in a world of constant distraction, driven by our Fear Of Missing Out. We can't bear being separated from our devices, constantly diverting our attention to ...
5 Essential Tips for Developing a Sales and Marketing Alignment Plan  Business 2 CommunityIf that sounds like a win to you, let's get down to business on how you can develop a sales and marketing alignment plan in your organization. 1 Ensure you ...
Manager, Corporate Sales Engineering - CrowdStrike  Built In AustinCrowdStrike is hiring for a Manager, Corporate Sales Engineering in Austin. Find more details about the job and how to apply at Built In Austin.
Q&A with William I'Anson of Masham-based animal feed firm I'Anson Brothers  Yorkshire PostWilliam I'Anson is the sales & purchasing director of I'Anson Brothers, a role he has held for 32 years. The firm is one of the UK's leading manufacturers of quality ...
Briefcase: June 15, 2019  Kankakee Daily JournalGordon Electric Supply announces additions. Gordon Electric Supply, 1290 N. Hobbie Ave. in Kankakee, recently announced additions to its electrcial supplies ...
Sales Enablement Manager - TrendKite  Built In AustinTrendKite is hiring for a Sales Enablement Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Operations Manager - Upwork  Built In ChicagoUpwork is hiring for a Sales Operations Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Reputations Help Heifer Prices Average $1857 At Palmyra Sale  Drovers MagazineShort supply plus strong demand restored prices for Show-Me-Select Replacement Heifers selling Saturday, June 1. The 87 head of bred heifers averaged ...
Inventory Management System Market Demand, Business Growth, Sales, Revenue and Precise Outlook  Veteran's WeeklyThe research on Inventory Management System Market coducted by Worldwide Market Reports had seen signficant growth, demand, developments and is ...
May retail sales see gains, reports Commerce and NRF  Logistics ManagementCommerce reported that May retail sales, at $519.0 billion, were up 0.5% compared to April and up 3.2% annually. NRF reported that May retail sales were up ...
Data Management Platform (DMP) Software Market Size 2025 – Industry Sales, Revenue, Price and Gross Margin, Import and Export Status  News by DecresearchData available with Market Study Report, LLC, regarding ' Data Management Platform (DMP) Software Market' unveils a succinct analysis of the market size, ...
Lonsec appoints head of wealth management sales  Money ManagementLonsec is putting its weight behind the growth of the managed accounts industry, making a key business development hire to help support the rapid expansion ...
SubioMed™ Announces Management Team Appointments  GlobeNewswireMINNEAPOLIS, May 20, 2019 (GLOBE NEWSWIRE) -- SubioMed, Inc. (“SubioMed” or the “Company”), a pioneer in the invention and development of ...
3 Reasons You Should Outsource Your Digital Marketing  Business 2 CommunityRegardless of the size of your business deciding who will handle your digital marketing needs is a standard question. Digital Marketing encompasses the Social ...
Movers & Shakers: VMLY&R, McCann, Publicis Sapient This week Jon Bird, Craig Page, Nicole Taylor and  AdNewsThis week Jon Bird, Craig Page, Nicole Taylor and more have taken on new roles.
Thermal Management Market 2019-2025 Report Analysis by Volume (Import and Export), Extract Sales, Revenue, Price and Gross Margin  NewsRoomThermal Management Market 2019 report provides significant statistics on the present state of the Thermal Management Market. The Thermal Management ...
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
Weight Loss Management Market Report 2019 Top Companies, Trends, Sales, Revenue, Detailed Analysis and Forecast upto 2025  DEX Gazette360 Research Reports added Most up-to-date research on “Global Weight Loss Management Market Insights, Forecast to 2025” to its huge collection of ...
UPM Raflatac names Al Bever as Area Sales Director, Midwest, North America  GlobeNewswire(UPM Raflatac, Mills River, NC, USA, May 29, 2019 at 17:00 EET) - UPM Raflatac is proud to announce that Al Bever has been promoted to the role of Area ...
ZINFI Launches Advanced Partner Relationship Management Tools That Can Reduce Configuration and Maintenance Costs by 90%  GlobeNewswireZINFI's Partner Relationship Management Platform Has Expanded Significantly, and Now Includes a Set of Advanced Do-It-Yourself Tools for Portal ...
ZINFI Partner Portal Helps DataNet Internacional Launch Multiple Email Campaigns to Generate Awareness of Genesys Solutions in Costa Rica  GlobeNewswireGenesys Reseller Quickly Incorporates Partner Portal into Its Marketing Workflow. SAN FRANCISCO, June 04, 2019 (GLOBE NEWSWIRE) -- ZINFI Technologies ...
Artisan Partners Asset Management Inc (APAM) Expected to Announce Quarterly Sales of $196.75 Million  Mayfield RecorderWall Street analysts forecast that Artisan Partners Asset Management Inc (NYSE:APAM) will post sales of $196.75 million for the current fiscal quarter, Zacks ...
Epicor Releases DocStar ECM Sales Order Automation  Solutions ReviewIndustry-specific enterprise software provider, Epicor Software Corporation, recently announced that DocStar ECM Sales Order Automation is now available.
Opioid maker sold safety, dealt death and addiction, Tennessee lawsuit says  Knoxville News SentinelAs Tennessee's opioid-addiction rate skyrocketed, Endo Pharmaceuticals executives cheered their rising sales figures.
Global Machine-to-Machine Management Software Sales, Revenue, Gross Margin and Market Share Forecast to 2024  Market MirrorGlobal Machine-to-Machine Management Software Sales, Revenue, Gross Margin and Market Share Forecast to 2024. by [email protected] ...
Global Flow Management AccessoriesMarket Report June 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsWe have recently published 7ᵗʰ Edition market research report on Flow Management Accessories Market. For purchase inquiry and free sample pages email ...
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
Solutions to Influencer Marketing Problems  Business 2 CommunityMore companies are embracing influencer marketing, and those already in the act are increasing their budgets and employing the strategy more frequently.
CI Capital Partners Teams with Industrial Automation Executive Scott McLendom  Industrial DistributionCI Capital Partners, a New York‐based private equity firm, announces that it has formed a partnership with Scott McLendon, the former CEO of Rexel USA East, ...
The Best Sales Reps Are Not The Best Managers  ForbesPromoting the wrong salesperson into management is costly, and externally hiring the wrong sales manager can cripple your sales team.
Zacks: Brokerages Expect Regional Management Corp (NYSE:RM) Will Post Quarterly Sales of $80.50 Million  Rockland RegisterBrokerages expect Regional Management Corp (NYSE:RM) to report $80.50 million in sales for the current quarter, according to Zacks Investment Research.
Driving Better Sales Performance Through Sales Management  Business 2 CommunityEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
What Key Performance Metrics Should Sales Managers be Held Accountable to?  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
5 Marketing Videos That Defeat Buyer Apathy (and Why They’re So Effective)  Business 2 CommunityApathy is a lack of interest, enthusiasm, or concern. It is synonymous with indifference. For B2B sales, apathy is a deal-killer. For B2B marketing, apathy is a ...
Comparing NIO (NYSE:NIO) & PACCAR (NYSE:PCAR)  Mayfield RecorderNIO (NYSE:NIO) and PACCAR (NASDAQ:PCAR) are both auto/tires/trucks companies, but which is the better investment? We will contrast the two businesses ...
Build a Sales Management Process That Works in 4 Steps  Business 2 CommunityMaybe you're a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing ...
Global Distribution Management System Market 2019 | 2025 Sales Volumes, Competition Analysis and SWOT Analysis  Perfect HeraldGlobal Distribution Management System Market Growth Analysis, Share, Types and Analysis of Key Players- Research Forecasts to 2025.
Director of Product - Modernize  Built In AustinModernize is hiring for a Director of Product in Austin. Find more details about the job and how to apply at Built In Austin.
TAPMI plans Marketing & Sales Management course  BusinessLineThe Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in management programme in ...
Disrupt Sales Management Through Adaptive Coaching  ATDSales managers who can't find time to work one-on-one with their reps can transform their process with adaptive sales coaching.
WESCO and Plug and Play Launch B2B Sales and Distribution Accelerator  Industrial DistributionWESCO International, Inc. announces that WESCO Distribution, Inc. has entered into an alliance with Silicon Valley-based Plug and Play, a global innovation ...
No sales managers? No problem! You can still sell well – here’s how  YourStoryDevang Mehta from Anthill Ventures talks about how startups can leverage technology and innovative solutions to sell without the need for traditional sales.
Purdue seminar develops agricultural sales managers  Purdue News ServiceWEST LAFAYETTE, Ind. – Purdue University's Center for Food and Agricultural Business will offer its Sales Management and Leadership workshop May 29–30 ...
Why is the Role of Strategic Sales Management so Vital to Businesses?  NEC News & EventsThere are many advantages to earning a business degree with an emphasis on strategic sales management. They include the following.
Are Traditional Sales Managers Even Necessary?  Business 2 CommunitySometimes, I think Tim Ohai and I are brothers from different mothers. So much of what he writes is aligned with what I think. At least we are aligned, hopefully, ...
This School For Wine Adds An Online Wine Sales Management Course  ForbesThe first U.S. school of higher education to offer a wine industry MBA now offfers an online course in wine sales management.
Sales and Sales Management Is Broken  Business 2 CommunityI have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven't had the opportunity to read it, make sure you take the time to ...
Bedding & Mattress Sales: Retail Sales Management  Furniture World MagazineFurniture World Magazine Article: : Bedding & Mattress Sales: Retail Sales Management, Selling is everything in retail. That's why the sales manager's job is so ...
Why Your Best Sales Person May Be Your Worst Sales Manager  Forbes NowI've seen this movie so many times before that I know every scene by heart. The company is badly in need of a vice-president of sales. The CEO takes notice of ...
Infiniti Research's State-of-the-Art Marketing Management Strategies Enhanced Market Impact and Sales – Request a Free Proposal Now!  Business WireInfiniti Research has announced the completion of their latest article on the major benefits of a marketing management process.
4 Ways To Develop Your Sales And Marketing Skills  Youth IncorporatedSales management is not about talking all the time, it is about listening, identifying, understanding and ultimately providing a solution.
Micromanagers in the Making? Why Salespeople Struggle to Lead  Harvard Business School Working KnowledgeWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
Sea Delight hires former Bonamar lead as new sales management executive  SeafoodSourceFormer Bonamar Corporation executive Alex Cook has joined Coral Springs, Florida-based seafood supplier Sea Delight Group as its new sales management ...

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 1

Business executives and sales managers frequently bemoan "80/20" performance on... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More