Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Think of it as the triple play of sales training.

DEMONSTRATE

A seven-time All-Star shortstop, Boudreau was only the second manager to take the Indians to a World Series Championship, and no one has done so since. Clearly, he was a man who demonstrated success. As field sales trainers we must similarly make success a habit. A field contact with a trainer may be the first "in situ" opportunity a new rep has to test their impressions of the company, and possibly selling in general. Is what we say consistent with the corporate sales direction? Is what we do consistent with what we say? Most importantly, are we successful at gaining customer commitment and moving the sales process forward?

Inexperienced reps may need guidance on effective territory management and specific techniques for gaining access to prospects. Experienced reps are more familiar with the demands of the position, so their concerns are usually more territory-specific. Their willingness to accept us as role models may depend on how well we demonstrate successful resolution of field challenges: "The key thought leader in my area is on the speaker's bureau for Competitor X. How can I compete with that?" "Most of my key decision makers won't see reps. What can I do to impact their decision making process?" Established reps need to know that we have successfully overcome similar challenges and can give them strategies to do the same.

Demonstrating success is also vital because as field sales trainers we hold a uniquely dual role in the sales organization. In addition to the time we spend training and coaching sales reps, most of us are responsible for increasing sales and growing market share in our assigned territories. Our ability to manage our time and territory productively is vital in order to reach our own performance goals.

INSPIRE

Selling is fun when sales are good, but experienced reps know that's not always the case. Without any warning you run smack into a competitor's newly expanded sales force. Your blockbuster technology launches with software challenges. You spent your weekend studying a new clinical reprint, but every doctor you see wants to talk about last night's exposé on the cost of prescription drugs.

Inspiration is our second wind. It keeps us focused on the big picture when our progress temporarily stalls. It's a safe bet that all sales reps want to succeed? a good trainer will inspire them to succeed. The wanting gives us aim, but it is the inspiration that makes us reach. Hall of Fame pitcher Bob Feller understood the power of inspiration to drive performance: "I remember in 1948... I was having a rough season, and instead of replacing me Lou (Boudreau) said 'We're going to sink or swim with Feller'. After he said that I won 10 of my last 12 games. He instilled a confidence in his players they never forgot."

In the final analysis inspiration is unique to the individual, so figuring out how to inspire our sales reps may be the most challenging aspect of being a trainer. It can also be the most rewarding.

One way to inspire success is to celebrate its many forms. Baseball fans illustrate this perfectly. Do they wait soundlessly for the final out in the bottom of the ninth? Of course not! They cheer every solid crack of the bat? every difficult catch? every stolen base, because they recognize that each of these small successes brings them closer to their ultimate goal. The more skillful the play the more fervent the cheer, which motivates the athletes to stretch their abilities to achieve even more.

I think the single most inspiring thing you can do is to pay attention to your reps. Don't wait until the bottom of the ninth to commend their progress. Make a point to notice their incremental gains and celebrate their success!

CULTIVATE

When I first started in sales I thought I should be just like Gregg, the most successful member of my team. I stifled my own personality and conducted my sales presentations as if I were Gregg, copying his voice inflections, the rhythm of his speech, and even some of his jokes. It wasn't long before I began to suspect that his achievement was more a matter of luck than skill, because clearly, this selling approach was a failure!

In truth, the failure was mine. By rejecting my personal style I had violated one of the fundamental principles in cultivating success: respect individuality. Gregg's approach worked for him because it was his. When I rediscovered my style and trusted my own instinct, that's when I developed success. When Boudreau was promoted to player/manager his team was made up of more than just shortstops. He led his team to victory by relying on each player's unique strengths to overcome the challenges of their position. Whether we are working with new or veteran reps, we must respect that their individual traits and talents have gotten them this far. Our job is to expect more.

How can we help our reps progress from expecting more to achieving more? By encouraging risk taking and new behaviors. Too conservative a team culture makes it difficult to raise the bar; few are willing to reach higher, for fear of falling short. As trainers we should be first at bat, risking innovative approaches and new ideas. Boudreau wasn't afraid to think differently. He recognized that teammate Bob Lemon was misplaced as an infielder, so he reassigned him to pitcher, liberating Lemon from mediocrity and helping him achieve MVP/All Star status.

BATTER UP!

Just as a coach can't swing the bat for the player at the plate, we can't be with our teams every play of the game. We must share our best techniques for sales success, so that when split-second adjustments need to be made, they have the skills to make the right ones.

"I can't be with you every day" has become something of a team slogan; a reminder that ultimately we each bear responsibility for creating our own success. As trainers our mission is to teach the art of unflinching self-assessment. Perhaps the most important thing we can give our reps is the ability to evaluate themselves honestly and specifically. Once they master that skill set they will be rounding third and heading for home!

Copyright ©2004 by Sally Bacchetta. All rights reserved.

Sally Bacchetta - Freelance Writer/Sales Trainer

Sally Bacchetta is an award-winning sales trainer and freelance writer. She has published articles on a variety of topics, including selling skills, motivation, and pharmaceutical sales.

You can contact her at [email protected] and read her latest articles on her website.

In The News:

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.
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 ...
GENERAL SALES MANAGER  TV News CheckWebsite Quincy Media. An exceptional leader with a record of results. That's what KWWL Television, Inc. is looking for in its next General Sales Manager.
PX Sales Data Integration Tool Completes End-to-End Analytics for Customer Acquisition Marketers  MarTech SeriesInternal Sales Data Analysis Offers Complete Visibility into the Funnel to Enhance Campaign Optimization. PX the leading marketing technology platform to ...
Sales management strategies for strong SDR team leads  Business MattersBusiness MattersSales management is an aspect of management strategy which focuses on is focused on the real world use of marketing principles and converting this theory ...
The Qualities of Top Sales Managers  Customer ThinkNo matter how good salespeople in a company's department are good at their jobs, they still need someone to guide them. This is not an easy job, as the person ...
Leveraging Sales Automation to Increase Revenue  CIOReviewLeveraging Sales Automation to Increase Revenue By CIOReview - FREMONT, CA – The process of sales begins from the generation of leads and ends with ...
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.
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.
Win Systems reinforces its sales team in Europe with two additional luxury signings  CalvinAyre.comWin Systems has announced the incorporation of Radka Alekova and Nevena Aleksieva to its sales team, confirming the company's great growth expectations.
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 ...
Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling  MarTech SeriesMediafly, a provider of sales enablement technology, *content* management, and advisory services that create interactive, value-based selling experiences, ...
Two Roads Brewing Co - Region Sales Manager, Northeast - BevNET.com Beverage Industry Job Listing  BevNET.comRegion Sales Manager, Northeast. Two Roads Brewing Company in Stratford, Connecticut is looking for a Region Sales Manager with a deep passion for craft ...
Shaka Tea - Area Sales Manager (NorCal & SoCal) - BevNET.com Beverage Industry Job Listing  BevNET.comShaka Tea is hiring immediately for TWO dynamite Area Sales Managers - one for NorCal and one for SoCal. Our Area Sales Managers must be high energy, ...
3 Marijuana Stocks Where Investors Have Lost Faith in Management  Motley FoolAlthough it's still very early in the legalization process, marijuana offers the potential of being a once-in-a-lifetime growth opportunity. After racking up only $5.4 ...
New Developments with Operational Updates in Digital Content Management for Sales Market with top leading players: GetAccept, Savo, ClearSlide, Seismic, Showpad, Docurated, Mediafly, Brainshark, DocSend, Highspot, SpringCM, Bigtincan, Octiv, and more..  Market Research Updates“Industry Overview of the Report 2025: The objective of the Digital *Content* Management for Sales Industry report is to define the market size based on regional ...
Finline Furniture have a vacancy for an experienced Sales Manage  Galway Bay FMFinline Furniture, Tuam Road, Galway have a vacancy for an experienced Sales Manager. Duties to include saturday work, also sales and management, ...
Target (TGT) Q1 Earnings & Sales Surpass Estimates, Stock Up  Yahoo FinanceShares of Target Corporation TGT are up roughly 7% during the pre-market trading hours following impressive first-quarter fiscal 2019 performance and an ...
Joe Angelo promoted to Sales Manager role  FreshPlaza.comFreshPlaza, portal for the *fresh* produce industry, offering the latest news, job advertisements, pricewatching, and photo reports.
ESET Names Bob Bonneau New Country Manager for Canada  WebWireESET, the leading provider of internet security solutions to more than 110 million technology users worldwide, today announced Bob Bonneau as Country ...
New hire for North Sails strengthens senior management team in France  Sail WorldNorth Sails have announced Philippe Touet as the new General Manager of North Sails France. Previously the Commercial Director of Incidence Sails, Touet is ...
ECA Promotes Sciortino to Northeast Regional Sales Manager  Tunneling Business MagazineEquipment Corporation of America (ECA), a leading distributor of specialty foundation equipment, has promoted Anthony Sciortino to Northeast Regional Sales ...
Sumitomo (SHI) Demag restructures German sales team  EPPMSumitomo (SHI) Demag Plastics Machinery GmbH has announced a new sales management team in Germany, announcing Armin Distler as Director.
Top 10 Procurement Professionals  Supply Chain Digital - Supply Chain News, Magazine and WebsiteSupply Chain Digital ranks the top 10 procurement professionals in the world, according to the CIPS Procurement Power List 2018.
Regional Sales Manager - Perth Metro  www.miningnews.netMiningNews.net - Latest mining and investment news.
Global Neuropathic Pain Management Market Top Players, Demand, Sales, Consumption and Forecasts 2026  Market Research GazetteNotable strides have been observed in therapies for the management of neuropathic pain. Treatment strategies in the neuropathic pain management market ...
Jet Aviation partners with Collins Aerospace on ADS-B upgrades  FlightglobalJet Aviation has signed an agreement with Collins Aerospace to buy 150 units of the GLU-2100 multi-mode receiver in preparation for performing avionics ...
Global Sales Pipeline Management Software Market to Witness Stellar Growth Rate in the Next 10 Years  Titan ChronicleThis detailed presentation on 'Pipeline Management Software Market' accumulated by Persistence Market Research features an exhaustive study conveying ...
AlliedFlex Technologies appoints regional sales manager  Packaging WorldAlliedFlex Technologies, Inc. announced that Scott Graves joined its sales team as Western Regional Sales Manager.
Eldon Henry named Latin America Sales Manager for CI & Security Channels at Nortek  SecurityInfoWatchThe newly created position will support distributors throughout Latin America and develop business growth in the region.
Take-Two Interactive Looks Beyond "Red Dead Redemption 2"  Motley FoolHere's how management sees the next fiscal year playing out.
Sexual harassment victory for sales manager 'repeatedly asked to massage boss'  People Management MagazineTribunal points to HR's failure to investigate claims of 'inappropriate' behaviour during trip to trade show. A sales manager has won a claim for sexual ...
Top Digital Banking Technology Veteran Niccolò Garzelli Joins Auriga  BobsguideBari, Italy, 22 April 2019 – Auriga, a leading European supplier of software and technology solutions for the banking industry, today announced Niccolò Garzelli ...
Jet Aviation Touts FBO Network Growth  Aviation International NewsFull-*service* business aviation provider Jet Aviation (Booth A18) is highlighting at EBACE 2019 the expansion and improvement of its global FBO network—now ...
5 appointments in sales, marketing  Hotel ManagementFour hotels, as well as Hard Rock International, have made new sales and marketing appointments.
Management accounting and sales: partners or foes?  INTHEBLACKExperts say there's more than one way to improve the connection between the accounting and sales teams within an organisation. However it's done, it's vitally ...
Tourism Commission Announces Hiring of Assistant Executive Director  Shore Daily NewsThe Eastern Shore of Virginia Tourism Commission is excited to announce the hiring of Mrs. Christy Haycox Betz as the new Assistant Executive Director of ...
Inside Sales Manager - Championship Management  SportsBusiness DailyWe presently have an opportunity for an Inside Sales Manager within our Championship Management department. This position is responsible for maximizing ...
Farm Management Systems Market Analysis of Sales, Revenue, Share and Growth Rate 2019-2026  AppWebRadarWorldwide Market Reports has announced the addition of the “ Farm Management Systems Market Size, Share, Key Players, Status and Forecast 2026”, The ...
Stereotaxis: Well Positioned To Become "Intuitive Surgical Of Endovascular Surgery" With Genesis Launch & Proprietary Catheter Development  Seeking AlphaUnveiling of Innovation Plan at HRS details path to over $60 million in annual sales, or double current levels, from existing customer base alone. Company's ...
Why A Marketing Mind Is Better Than A Sales Script?  Business 2 CommunityIn business, in order for me to teach in my blogs, podcasts, masterminds, and all the things I do, I have to continue to learn, which means I have to invest time in ...
Mitutoyo Canada promotes Erin Farmer to sales manager  Canadian MetalworkingMitutoyo Canada, a manufacturer of precision measuring equipment located in Mississauga, Ont. has promoted Erin Farmer to sales manager, effective May ...
8x8 Introduces Service Management for Contact Centers to Help Organizations Provide Best-in-Class Customer Experiences  MarTech SeriesNew *service* launches at ICMI Contact Center Expo 2019. 8×8, Inc., a leading cloud provider of voice, video, chat and contact center solutions for over one ...
Salesforce.org Launches foundationConnect, a Complete CRM and Grants Management Solution for Grantmakers  MarTech SeriesSalesforce.org, the philanthropic arm of Salesforce announced it will offer foundationConnect, a next-generation grants management system that enables ...
PCO Territory Sales Manager - PA/VA  OilVoiceThe Territory Sales Manager will sell, grow and support all Castrol PCO business in assigned geography through our distributor network and direct accounts. ...
Trump Admin Says Resuming Coal Sales On Public Lands Won't Increase Climate Emissions  Colorado Public RadioThe Trump administration's decision to lift a moratorium on coal sales from public lands could hasten the release of more than 5 billion tons of greenhouse gases ...
Tiger Brands reports lower sales in wake of the listeriosis crisis  Business DayTiger Brands, which was named as the culprit in the 2018 listeriosis outbreak, says sales in the six months to end-March edged lower because of a slump in ...
$592.88 Million in Sales Expected for Apollo Global Management LLC (APO) This Quarter  Tech Know BitsAnalysts predict that Apollo Global Management LLC (NYSE:APO) will post $592.88 million in sales for the current quarter, Zacks reports. Two analysts have ...
UPDATE 1-Slovenian drugmaker Krka Q1 profit jumps by 42% as sales rise  Reuters(Updates with details, quote). LJUBLJANA, May 23 (Reuters) - Slovenian generic drugs producer Krka made a group net profit of 70.3 million euros ($78.4 ...
6 Pipeline Reports That Will Help You Optimize the Sales Funnel  Business 2 CommunityTop salespeople have a reputation for being adrenaline junkies. After all, what is more high stakes than a 10-minute sales call that could land a million dollar, ...
Chairman of Cryptofund 3iQ Howard Atkinson Joins KoreConX's Board of Advisors  Crowdfund InsiderKoreConX announced on Wednesday it has appointed Howard Atkinson, the Chairman of the Board of Directors at Canada-based multi-cryptoasset investment.
Citizens Bank of Florida set for branch opening in DeLand  The West Volusia BeaconBY JOE CREWS. [email protected] Citizens Bank of Florida recently announced that the Oviedo-based bank will be opening soon in DeLand.
3 Digital Marketing Agency Client Flubs You Must Avoid  Search Engine JournalDo you own, manage, or work in a digital agency? Then you know how hard it is in today's digital environment to effectively see an award-winning performance ...
Connected Device Management Platform Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsConnected Device Management Platform market report is based on present industry situations, market demands, business strategies utilized by prominent ...
5 Critical Sales Questions You’re Not Asking Your Leads (But Should)  Business 2 CommunityA study published in the Harvard Business Review reveals that after interviewing 200 customers, researchers found that “from the customer's point of view, the ...
Great Selling is “Habit Forming!”  Business 2 CommunityI'm sure you've experienced something that gives you a “rush.” It's when, all of a sudden, everything just falls into place, everything is working as it should, ...
Jennie Smith named BASF greenhouse & nursery sales manager and biologicals team lead  Nursery ManagementSmith is based in Des Moines, Iowa, and will work with growers in the U.S. and Canada.
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
“Customer Propensity To Buy”  Business 2 CommunityFor those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It's been around for ...
IAC Supply Solutions Hires New Credit Manager  Industrial DistributionIAC Supply Solutions, Inc., has added Lisa Toepfer as its credit manager. Toepfer will be responsible for developing effective credit solutions and strategies in ...
Podium Expands Interaction Management Platform with Launch of Teamchat  INSTORE MAG(PRESS RELEASE) LEHI, UT — Podium, the leading interaction management platform for local businesses, announced the addition of Teamchat to its existing ...
How Do You Overcome Sales Objections To Close More Deals  Business 2 CommunityIn the movie Wall Street, there is a scene where Hal Holbrook's character tells Charlie Sheen's character, “There comes a time in every man's life when a man ...
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 ...
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.
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.
Why Coaching Causes Some Sales Managers to Hold On for Dear Life  Customer ThinkOver the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply ...
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.
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, ...
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.
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 ...
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.
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 ...
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 ...
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.
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.
Insight to successful sales management meetings  TechGenYZSales management meetings may be dreadful and a times boring. To add spice to a successful meeting agenda use these simple tips.
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 ...
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.
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.
10 Qualities of a Great Sales Manager  Builder MagazineToday's sales managers need a complex set of abilities to succeed and here, we list the 10 most important skills needed to turn a good sales manager into a ...
Vitrek Names D'Amico Eastern Regional Sales Manager  Quality MagazineVitrek announced that Bob D'Amico has joined the Vitrek sales team as Eastern Regional Manager. Bob will cover the design engineering and production test ...
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 ...
What elements do world-class sales managers have in common?  Training JournalSales managers have one of the most important roles in any sales organisation, because they oversee the sales team itself. As a result, they have a role to play ...
Sea Delight appoints new sales manager for Canada  SeafoodSourceSea Delight Canada has found its new sales manager in Albert Levy, an experienced business developer and leader for international markets.
10 Ways Machine Learning Is Revolutionizing Sales  ForbesSales teams adopting AI are seeing an increase in leads and appointments of more than 50%, cost reductions of 40%–60%, and call time reductions of ...
Salesmate Vs. Pipedrive Vs. Agile: Which CRM is Better for Managing Sales  Business 2 CommunityCRM entered the business world as a powerful wave and is flowing strongly across various industries. It has proved to be an effective tool for successfully ...
How Sales Managers Secretly Sabotage Revenue  Forbes NowIf you're like most business leaders, you invest heavily in your sales force, but there's one rule that is usually ignored- your frontline sales manager.
Five Topics To Cover For Effective Sales Leadership Training  ForbesNo matter how large your business or your sales team, effective sales leadership training can be the difference between leading or lagging in your marketplace, ...
How Do You Design and Manage a Sales Process That Will Scale?  Business 2 CommunityA recent TOPO Benchmark report found that 59% of companies don't have a well-defined sales process. A solid sales process is essential because it is a ...
Regional Management Corp (RM) Expected to Post Quarterly Sales of $85.00 Million  Mayfield RecorderAnalysts expect that Regional Management Corp (NYSE:RM) will announce $85.00 million in sales for the current fiscal quarter, according to Zacks.
9 Characteristics of Top-Performing Sales Managers |  RisMedia.comI'm often asked by brokerages to help consult and coach their management teams to improve performance—and predominantly the sales managers'.
Crypto Exchanges Bitfinex and Ethfinex Jointly Launch Initial Exchange Offering Platform  CointelegraphMajor cryptocurrency exchange Bitfinex and its spin-off Ethfinex have launched a new initial exchange offering (IEO) platform dubbed Tokinex. The news was ...
From TJ Magazine: Barkey on Sales  Training JournalIn the second of his quarterly columns, Richard Barkey tackles sales methodologies, and shares some insights from the TJ Conference.
Apartment Investment and Management Co (AIV) Expected to Announce Quarterly Sales of $228.69 Million  Rockland RegisterWall Street analysts expect that Apartment Investment and Management Co (NYSE:AIV) will post $228.69 million in sales for the current fiscal quarter, according ...
Bloq Labs' Titan Aims to Simplify Crypto Farming  CoinDeskTitan, a new product from Bloq Labs, aims to make it easier to set up and run new blockchain miners in global farms. The software is essentially a web-based ...
Web Development Business Management and Sales Techniques  Business 2 CommunitySoftware engineers often think about starting a web development business of their own. We may be talking about a traditional senior software developer working ...
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.
10 Steps For Generating More Leads & Sales For Your Business  Business 2 CommunityAs an entrepreneur, it may seem as if there is always something more that needs to be done. But in the area of sales, there is a way to know when you have ...
How AI Is Changing Sales  Harvard Business ReviewCompanies are using AI in all kinds of innovative ways to advance their businesses. If you've ever searched Netflix to watch a movie, AI (a recommendation ...

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired,"... Read More

How to Sell Strategically

If you want to maximize your sales performance, take a... Read More

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

Make Time, Not Excuses

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

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

How to Organize a Seminar or an Event

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

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a... Read More

The Achilles Heel of Management Coaching

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

Outsourcing the Sales Function

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

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

Sales Tactics to Beat Your Competition

This month I want to share a success from a... Read More

Sales & Marketing Plan Strategies

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

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More