The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept from a project I had been involved in which involved looking at manager behaviours. The aim of this project was to identify "preferred behaviours" in sales managers when they were working closely with their sales representatives. The outputs were interesting and helped my colleagues identify four main types of sales managers and the differences between effective and ineffective behaviours.

Four Types of Manager.

A few years ago when working as a coach for a multinational Pharma company my colleagues and I were given the task of designing a framework that enabled managers to work more effectively with their sales representatives out "in the field". There had been considerable discontent from the sales representatives in that, a large proportion of them "dreaded" the "field visit" from the manager as it was deemed stressful and seen very much as an assessment and the manager "checking up" rather than being motivational and developmental.

We studied the behaviours of twenty-five sales managers and interviewed both the managers and a sample of around one hundred representatives in order to come up with guidelines whereby managers (and representatives) could adapt their behaviours in order to make these field visit days far more productive than they had been previously.

In this article, I will outline the four types of manager that we found were "operating" and the effect that each type had on the development and motivation of the sales representative.

The "Do as I say" or "Dictator" Manager

There were a group of managers which we termed "Dictators". This type of manager "rules the roost" and "dictates" what should be done in his or her opinion. Listening skills are limited and they tend to take a very traditional approach to tasks. A typical response is along the lines of "Do it this way because it has worked this way in the past."

An advantage of this approach is that people know exactly where they stand and that the rules and company regulations were fully understood and guidelines were adhered to with the result that overall the team was seen as "well disciplined". People also knew that if the rules and guidelines were not adhered to, then discipline would follow.

The major challenge with this "do as I say" approach was that the representative reported that there was little risk taking and that their opinions and ideas were not listened to, and as a result they often felt frustrated, under valued and in some cases threatened. The sources of this behaviour appeared varied. Firstly some of the managers were simply mirroring the behaviour of previous managers that they had had themselves and in many ways did not know any form of management. Very little management training had been given to either the senior managers or the managers themselves...

When we worked with some of these managers we found that their behaviours changed very quickly and many were glad to be out of their "do as I say" role as they had never felt very comfortable with it. . Other managers, although having been trained continued to "dictate" either through fear of their own superior, an inability to influence peers and reports through collaborative discussion, and in one case, a misguided belief that their people did not have potential unless they were told what to do! The managers who continued in this fashion tended to be average performers.

The "Now you see me, now you don't" or the "Disappearing" Manager.

This group we found was the largest group within the twenty-five that we observed. Characterised by seemingly always having other things to do, this group appeared not to like to spend days visiting the sales representatives. They seemed to attend endless meetings, trips to head office and were apparently more comfortable spending time in front of the computer writing reports or pouring through sales figures.

A day "in the field" usually consisted of a quick visit, meeting up late morning, chatting over a cup of coffee, perhaps suffering a visit to one customer before having a "discussion" over lunch and then heading off back to a report or meeting. This type of manager always seemed to want to keep the mobile on during visits - "I'm waiting for an important call" was a favourite catch phrase.

Representatives reported back that this type of manager was the most frustrating. Very little time was spent with the representative and when there was there was time spent there was usually very little coaching and review. The time was spent either idly chatting or issuing directives. It was as if the representative was un-important or perhaps because the manager was uncomfortable listening to the reps ideas and challenges. This might bring about change and impact on the manager's routine! The man reason for this type of behaviour we found was that these managers were on a succession plan. They were only going to be in the job for a sort period because the company had identified them as having future potential elsewhere in the organisation. The sales manager position was a stepping-stone to higher things and as such these managers were not given enough training and coaching and were also stretched in that some of them still had Head Office projects. Some of the "Disappearers" though simply were not able to handle their immediate manager and as such jumped at every request that was made by the senior manager. They had to attend every meeting, write every report and answer every voicemail and e-mail in order to keep in the senior manager's "good books". This group in the main needed to basic managerial training and training in how to influence their senior managers.

The "Let me Do It" or the "Super Salesperson" Manager -(The "Demonstrator")

The main characteristic of this type of manager was their inability to let people work for themselves. This type of manager would love to get back into the field and would do as many field visits as possible. They actually missed the customer contact and when out with the sales rep would immediately engage the customer and "take over" the sales call. Very little coaching would be done and the manager would tend to tell the representative the best way to do things based on his or her experience and success. Again, many representatives found this behaviour frustrating and annoying. Firstly, they actually saw far too much of the manager and secondly, when the manager took

over the sales call they felt that their integrity in the eyes of the customer was being threatened. Sometimes the customer felt very uncomfortable also.

Having said that many representatives reported that actually watching this manager operate did help them as the manager more often than not had been a good sales executive and sales did tend to improve as a result of the representative implementing what they had observed.

This type of manager really has to learn to let go. They have to learn that they are no longer sales representatives themselves and that they must empower their team to deliver the sales. They should be coaching their representatives more, as opposed to always showing them how to do it. This is OK with some of the younger less experienced reps whose capability is low but this type of approach with experienced more able reps can usually be counter-productive.

The Coaching Manager. ? (The "Developer")

The Coaching Manager takes time with his or her people. Field visits are planned in advance, Agreements as to what each person wants to achieve out the day are reached and objectives are set and reviewed. Time is taken to plan good quality sales calls and time is also put aside in order to discuss the business plan and also to work through any ideas and challenges that the sales rep may have.

A full day will be spent whenever possible and the manager will coach the representative to assist them in identifying their objectives and also coach them through how best they are going to achieve them. Coaching will also take place when reviewing how the sales call went and good quality feedback will be given in order to raise the sales representative's awareness of their skills and interactions.

The coaching manager will be seen as support but will also be seen as the manager and not just a "friend". Sometimes the feedback will be tough but because there is mutual respect the sales representative will realise that the manager is giving constructive feedback in order to assist them in their development and ultimate success. The coaching manager will be skilled in using behavioural analysis, the skill/will matrix, motivational models and coaching models such as GROW and OUTCOMES®.

Unfortunately our research showed that only two out of the group of twenty-five came anywhere near our ideal coaching manager. Those two managers were seen as role models and as such their representatives looked forward to them visiting them on a regular basis. Needless to say the sales results of the teams involved were excellent

Allan Mackintosh ©2004 All rights reserved

Allan Mackintosh is Head of Performance at Team Performance Specialists, Reivers Development. He is the author of 'The Successful Coaching Manager' and the creator of the OUTCOMES® and CARERS? performance coaching models. He also oversees the management coaching consultancy, PMC Scotland. He can be contacted on 0776 416 8989 or e-mail , [email protected] , web http://www.pmcscotland.com and http://www.reiversgroup.com

In The News:

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.
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.
TAPMI plans Marketing & Sales Management course  BusinessLineMangaluru, November 19. The Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in ...
A little bit every day: Why sales coaching will ensure your team's success  SmartCompany.com.auIn recent years, sales leadership coaching has continuously grown in acceptance by the managers involved in this task, as well as in its meaningful ...
Increase in SUV, big home sales threaten Que. climate goals  The Weather NetworkQuebecers are buying more SUVs, trucks and pickups than ever before — a trend that is hurting the province's efforts at reducing greenhouse gas emissions, ...
Local Sales Manager  WANDLocal Sales Manager WAND-TV is looking for a passionate, driven Local Sales Manager to help lead a stellar team of salespeople. The perfect candidate will be ...
Sales Manager (Market Development Manager) - Oxfordshire  The BooksellerA leading educational publisher is seeking a Market Development Manager to drive growth across the UK. This role sits within the...
Now introducing Sales Management 2.0 – All  All News Stories(AllNewsStories Editorial):- Newport Beach, Dec 13, 2018 (Issuewire.com) – As a CEO, there is a strong call to empowering a Sales Team. This has certainly ...
Critical Skills For Sales Leaders  Business 2 CommunityI've written a lot about the need for new skills for sales people, the traditional selling skills are in sufficient for success in the future. I've even gone so far as to ...
Pebble Beach Systems appoints Andy Giles as sales manager for Europe, Israel and South Africa  Screen AfricaPebble Beach Systems, a leading automation, *content* management and integrated channel specialist, has announced the appointment of Andy Giles as the ...
Harpak-ULMA Packaging appoints regional sales managers  Packaging WorldHarpak-ULMA Packaging, LLC, appointed Travis Dosch Southwest Regional Sales Manager, Texas, Oklahoma, New Mexico, and Arkansas; and Alicia...
NMC Appoints Western Sales Manager for Proactive Video Monitoring  Security Sales & IntegrationNorm Barton joins National Monitoring Center to support new proactive video monitoring dealers in the Western United States.
Job offer - Sales Manager and Quality Assurance Supervisor  FreshPlaza*Fresh* Del Monte is one of the world's leading vertically integrated producers, marketers and distributors of high-quality *fresh* and *fresh*-cut fruit and vegetables, ...
Product Line Sales Manager - Software Asset Management (SAM) - ServiceNow  Built In ChicagoServiceNow is changing the way people work. With a *service*-orientation toward the activities, tasks and processes that make up day-to-day work life, we help ...
Area Sales Manager Rocky Rockwell Joins Waterstone Mortgage  National Mortgage Professional MagazineWaterstone Mortgage Corporation has announced that the company has hired Area Sales Manager Rocky Rockwell to assist homebuyers in California.
Jiffy International names Kent Carrell North American sales manager  Greenhouse ManagementJiffy International AS has named Kent Carrell to the position of North American sales manager. Carrell brings more than 20 years of experience in working with ...
The Sales Manager Training Challenge  Asia Radio TodayPeady's Selling Engagement sponsored by IRD Prospector. Welcome to this week's post on sales and selling success. I'm sure many of you know Hubspot ...
RADIO WILL MISS JUDY!  Radio InkWhen 2018 comes to a close so will the radio career of Judy Lakin. After 35 years working in three markets in the great state of Texas, Lakin is leaving CMG ...
Legrand | AV Hires Rob Atkins as Middle Atlantic Regional Brand Sales Manager  TV TechnologyMiddle Atlantic Products, a brand of Legrand | AV, today announced today that Rob Atkins has joined the company as regional brand sales manager, southeast.
Personalized Pitches: Improving Inside Sales Outcomes with Better Data at a Click  TechTargetThis blog helps organizations better resource and set up their inside sales teams to achieve better outcomes with more personalization and real intent data.
E-Retail Sales Manager (AE1302) - London - United Kingdom  Premium beautyArthur Edward Salary: £45000 + benefits Do you have sales experience working within a beauty E-Retailer role or have you worked with a leading (...)
Sales Manager (AE1276) - Home Based - United Kingdom  Premium beautyArthur Edward Salary: £40-45000 Are you an advocate of the best in natural active ingredients for use in the cosmetics and personal care (...)
Bartle & Gibson hires Erica Grinnell as B.C. electrical sales manager  Electrical BusinessDecember 4, 2018 - Bartle & Gibson, an independent Western Canadian distributor of electrical, heating and plumbing products, recently hired Erica Grinnell for ...
General Sales Manager  TV News CheckWFXR WWCW. Nexstar Broadcasting Group Inc. has an immediate General Sales Management opportunity in the Roanoke/Lynchburg, VA market at WFXR the ...
Chamber of commerce hires new president | Local News  Indiana GazetteThe Indiana County Chamber of Commerce board of directors has named Mark Hilliard as the new president of the Indiana County Chamber of Commerce.
5 Steps to Conquering Sales and Marketing Alignment  Business 2 CommunityResearch shows that businesses that reach or surmount their revenue goals are more aligned on sales and marketing than those that fail to meet their objectives ...
C21Jobs: Commercial Sales Manager - VIMN Kids  C21MediaSales, Marketing & PR: Sales Management Senior Management: Head of Department. Job Description: The Nickelodeon UK Network is available in 14 million ...
Batch 206 Distillery - Brand Sales Manager- SEA- Batch 206 Distillery - BevNET.com Beverage Industry Job Listing  BevNET.comBrand Sales Manager Position. Batch 206 Distillery, a craft distillery in Seattle, WA, is seeking a Brand Sales Manager for our high-energy distillery. We are ...
Runamok Maple, LLC - Regional Sales Manager - Western Region - BevNET.com Beverage Industry Job Listing  BevNET.comCompany Overview: Runamok Maple is a rapidly growing, diversified maple products company located in Fairfax, Vt. We produce a premium line of barrel-aged, ...
C Squared Ciders - Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comSales Manager. C Squared Ciders is a fast growing craft cidery located in Denver, CO. Our award winning ciders are currently available in Colorado, Minnesota, ...
Global Calcium Aluminate Cement Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Calcium Aluminate Cement Market Report presents an irreplaceable and sheer analysis for Calcium Aluminate Cement industry. The study report ...
Global Subscription and Billing Management Market 2018 (Sales & Key Players) – SAP SE, Oracle Corporation – Daily Industry Updates  Daily Industry UpdatesGlobal Subscription and Billing Management Market report provides information on trends and developments, and emphases on markets and materials, ...
Gen Z and Millennials fuel 2018 holiday sales  Greenhouse ManagementYounger holiday shoppers plan to spend more during the holiday season, according to the National Retail Federation.
Global Rail Wheel Sensors Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Rail Wheel Sensors Market Report presents an irreplaceable and sheer analysis for Rail Wheel Sensors industry. The study report comprises evaluation ...
Costco Management Talks E-Commerce and Special Dividends  The Motley FoolSteep growth in merchandising costs and worse-than-expected adjusted earnings per share for Costco's (NASDAQ:COST) first quarter of fiscal 2019 spooked ...
Data Warehouse Management Software Market by 2018 Survey: Growth, Trends, Demand, Share and Analysis  Leading JournalData Warehouse Management Software market study examines development of market based on past, current and futuristic data and will deliver broad ...
Global Daylight Fluorescent Pigments Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Daylight Fluorescent Pigments Market Report presents an irreplaceable and sheer analysis for Daylight Fluorescent Pigments industry. The study report ...
Global Brazing Materials Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Brazing Materials Market Report presents an irreplaceable and sheer analysis for Brazing Materials industry. The study report comprises evaluation of ...
Global Solar Street Lights Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Solar Street Lights Market Report presents an irreplaceable and sheer analysis for Solar Street Lights industry. The study report comprises evaluation of ...
Pebble Beach Systems appoints new sales manager  BroadcastProME.comPebble Beach Systems, an automation, *content* management and integrated channel specialist, has appointed Andy Giles as the company's new Sales ...
Crave Distributing Fresh Markets - Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHARE YOU…EXCITED to share new opportunities? WILLING to take on new challenges? PASSIONATE about Sales? EAGER to close the deal?
Employee Benefits Sales Manager at Standard, The  L.A. BizEmployee Benefits Sales Manager at Standard, The - Overview If you want to make a positive difference and stand out from the crowd, youll fit in at The Standard ...
War on Christmas? China City Cancels Holiday Sales and Decorations to Keep 'Clean'  NewsweekThe Urban Management Bureau of Langfang in China's Hubei province is banning all Christmas-related products and public celebrations in a bid to become a ...
Ted Nahil Joins Nautel as Regional Sales Manager  Radio WorldAccomplished sales and technical *service* professional will manage eastern USA sales territory for Nautel.
Multichannel Order Management Market Sales, Share, Forecast by Application (2018-2023)  Blue Bird MagazineMultichannel Order Management Market delivers complete analysis of market challenges, market drivers, opportunities, potential application. The Multichannel ...
Global PVC Paste Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal PVC Paste Market Report presents an irreplaceable and sheer analysis for PVC Paste industry. The study report comprises evaluation of numerous ...
Top 5 reasons SMEs fail to get the most out of sales training  EuropeanCEOMany SMEs assume investing in sales training will automatically increase sales productivity. In fact, as the sales team is on the frontline when it comes to ...
Advanced Wound Care Management Sales Market Checkout the Unexpected Future 2025  SmarksOnIt contains a forecast of the next 5 years, starting 2018 and ending 2023 with a host of metrics like supply-demand ratio, Advanced Wound Care Management ...
Global Superconducting Magnetic Energy Storage (SMES) Systems Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Superconducting Magnetic Energy Storage (SMES) Systems Market Report presents an irreplaceable and sheer analysis for Superconducting Magnetic ...
Regional Field Sales Manager – Symmetrikit – UK  THIIS£40k Basic Salary with a generous Commission Scheme: O.T.E £50-60k. Location: Due to the continuing growth of our sales team, we are flexible on location.
Channel chiefs and managers deserve better than ‘drive-by training’  Computer Dealer NewsMary Coppard, senior channel sales executive for SAP Canada, jokes she was recently “gifted” with seven new employees, none of whom have ever worked in ...
Gulfstream appoints new regional sales manager  Trade ArabiaGulfstream Aerospace Corp has appointed Timothy Wood as regional sales manager for Africa, the Middle East and South Asia.
Good corporate behaviour boosts sales  CosmosMaintaining the good name of a company isn't just a matter of feel-good brand politics but actually has a quantifiable, and positive, impact on the bottom line, ...
Sales Pipeline Stages — How to Set Up a Good Flow for Your Reps  Business 2 CommunityThere's nothing more important than sales when it comes to growing your business. However, it's not enough to just manually track leads. For sales to be truly ...
Global Bacillus Subtilis Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Bacillus Subtilis Market Report presents an irreplaceable and sheer analysis for Bacillus Subtilis industry. The study report comprises evaluation of ...
Global Wiper Blade Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Wiper Blade Market Report presents an irreplaceable and sheer analysis for Wiper Blade industry. The study report comprises evaluation of numerous ...
Butterball CEO Kerry Doughty resigns citing health issues  talkbusiness.netKerry Doughty, president and CEO of Butterball has resigned because of lingering health problems, the company announced Monday, (Dec. 17). The turkey ...
Global Digital Microscope Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Digital Microscope Market Report presents an irreplaceable and sheer analysis for Digital Microscope industry. The study report comprises evaluation of ...
Guidelines for navigating the sales software market  TechTargetNavigating the sales software market can be difficult, especially when organizations put so much importance on ROI. Learn how different organizations decided ...
Global Prepared Animal Feed Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Prepared Animal Feed Market Report presents an irreplaceable and sheer analysis for Prepared Animal Feed industry. The study report comprises ...
A Look into Microsoft's Data-Driven Approach to Improving Sales  HBR.org DailyCompanies are beginning to utilize their employees' behavioral data — generally known as people analytics — to better understand and improve their sales ...
JCDecaux Promotes Oliver Newton To General Manager Of Sales For Australia  B&TJCDecaux chief commercial officer Max Eburne today announced the appointment of Oliver Newton as general manager of sales for JCDecaux Australia.
Global Pea Protein Isolate Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Pea Protein Isolate Market Report presents an irreplaceable and sheer analysis for Pea Protein Isolate industry. The study report comprises evaluation of ...
Global Automotive Drive Axle Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Automotive Drive Axle Market Report presents an irreplaceable and sheer analysis for Automotive Drive Axle industry. The study report comprises ...
Girò focuses on sustainability with resistant and recyclable packaging  FreshPlaza.comFreshPlaza is the number one portal for the *fresh* produce industry, offering the latest news, job advertisements, pricewatching, and photo reports.
Marketing/Communications Manager job, Johannesburg, Northern Suburbs  Bizcommunity.comA global engineering and software business has a vacancy for an experienced marketing and communications specialist.
Regional Sales Manager - Commercial Vehicle Finance - Nationwide  Asset Finance Internationalup to £65k per annum plus car OTE £100k plus. Working for a prestigious bank owned finance company, we have a great opportunity in commercial vehicle ...
The Expanded Metal Company welcomes back experienced Business Development Manager to grow product sales  SecurityNewsDeskThe Expanded Metal Company has appointed new Business Development Manager, Paul Whitton, to support its long term growth strategy.
Marketing Manager job, Cape Town, Goodwood, N1 City  Bizcommunity.comSenior marketing manager needed for a shopping centre in Goodwood, Cape Town.
MAHLE Motorsport Announces New Marketing Manager Joe Maylish  Engine BuilderMAHLE Motorsport, has hired Joe Maylish to lead the company's marketing department from its headquarters in Fletcher, NC. MAHLE is a piston manufacturer ...
Collective Arts Brewing - Key Accounts Manager Northeastern US - Brewbound.com Craft Beer Job Listing  Brewbound.comCollective Arts Brewing is a grassroots craft brewery fusing the creativity of brewing with the inspired talents of emerging artists and musicians. We are currently ...
ZINFI Hosts Multi-Partner Demand Generation Best Practices Webinar with SiriusDecisions Guest Speaker  GlobeNewswireLearn How to Drive Lead Generation through Your Channel via Multi-Partner Demand Generation. PLEASANTON, Calif., Nov. 27, 2018 (GLOBE NEWSWIRE) ...
TAPMI announces the launch of Post-Graduate Programme in Marketing & Sales Management  Siliconindia.comT. A. Pai Management Institute (TAPMI), one of India's premier b-schools, announced the launch of its two-year full time PGDM Programme in Marketing and ...
The Sales Jigsaw Puzzle  Business 2 CommunityEvery once in a while, I like to do a jigsaw puzzle. It's nice to do in the evening, no distraction from devices, there's the great tactile feeling as I pick up a new ...
1,000,000 Shares in Nio Inc – (NIO) Purchased by Key Square Capital Management LLC  PressOracleKey Square Capital Management LLC acquired a new position in Nio Inc – (NYSE:NIO) in the third quarter, according to its most recent filing with the Securities ...
Global Standalone Fluid Management Systems Market 2018 (Sales & Key Players) – Fresenius Medical Care AG & Co. KGaA (Germany) – Daily Industry Updates  Daily Industry UpdatesGlobal Standalone Fluid Management Systems Market report provides information on trends and developments, and emphases on markets and materials, ...
How to Start a Sales Coaching Program for Your Business  Business 2 CommunityCoaching your sales team takes up your time and money – but, investing in a sales coaching program can work wonders for your business and especially help ...
Primo Trio: Regional Sales Leaders Picked At Premion  Radio & Television Business ReportPremion, TEGNA's CTV/OTT advertising solution for regional and local advertisers, is welcoming three new regional sales leaders “to address the accelerating ...
Mid-Weight Marketing Manager job, Cape Town  Bizcommunity.comPreviously disadvantaged candidates will be given preference. This is an outstanding opportunity for a mid-weight marketing manager to join the team at a ...
Unpaid suppliers, workers of supermarket chain in limbo in UAE  Khaleej TimesSome of the suppliers have filed complaints against the group management over bounced cheques.
Supermarket chain Manama shuts outlets after owner 'flees' UAE  gulfnews.comDubai: An Indian supermarket chain in the UAE has downed shutters of many branches after the owner allegedly fled the country leaving hundreds of ...
Asos rethinks marketing spend as stark profit warning rattles retailers  The DrumAsos boss Nick Beighton has revealed that its marketing spend for 2019 will be "stronger" than originally planned as it looks to appeal to shoppers following a ...
Peerless Electronics Expands with New Hires and Staff Promotions  AviationPros.comNovember 29, 2018; Bethpage, NY – Peerless Electronics Inc., one of the world's largest stocking distributors of switches, relays and circuit breaker products for ...
Why It's So Hard to Sell New Products  HBR.org DailyThomas Steenburgh, a marketing professor at the University of Virginia Darden School of Business, was inspired by his early career at Xerox to discover why ...
MTN hires new group CTO, other top executives  TechCentralFollowing the resignation of Babak Fouladi, MTN Group has appointed Charles Molapisi as its new chief technology and information officer, effecting 1 January ...
Sales Enablement Manager - FourKites, Inc.  Built In ChicagoFourKites, Inc. is hiring for a Sales Enablement Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Cats, toast and business have more in common than you think  Knoxville News SentinelMany of you have probably heard the age-old cat/toast enigma: If you drop a cat, even from a short distance, it will almost always land on its feet. And if you drop ...
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.
Tricots Liesse Amps Up Sales Team  BedTimes MagazineMattress fabric supplier Tricots Liesse has hired Nate Cangemi as senior director of sales, Western U.S. region, and Krista Grohsman as Northeastern U.S. 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 ...
Valerie Vaz, Former Tribune VP of Advertising, Joins AMF Media Group  GlobeNewswireSAN LUIS OBISPO, Calif., Nov. 26, 2018 (GLOBE NEWSWIRE) -- AMF Media Group (AMF), an award-winning, full-*service* marketing and public relations ...
Troegs Brewing Company - Sales Representative - Northeast Pennsylvania, Lehigh Valley & Berks County - Brewbound.com Craft Beer Job Listing  Brewbound.comPosition: Sales Representative. Territory: Northeast Pennsylvania, Lehigh Valley & Berks County. Job Classification: Full-Time, Year-Round. Reports to: ...
29th & 30th January – Cardiff New To Sales - Accredited Sales Training -  Business News WalesThis course is designed to provide you with the essential techniques and strategies to understand the sales process and how to overcome objections.
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 ...
Marketing Day: Conversion rate optimization, out-of-home programmatic inventory, more  Marketing LandHere's our recap of what happened in online marketing today, as reported on Marketing Land and other places across the web.
Sales Account Manager - Life Sciences Manufacturing, California at Thermo Fisher Scientific  L.A. BizJob Description When you join us at Thermo Fisher Scientific, you ll be part of a smart, driven team that shares your passion for exploration and discovery.
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 ...
Thinking About Sales Performance — That Is Sales Management Incompetence  Customer ThinkI'm a huge fan of the research done by the folks at CSO Insights. They are very gracious in sharing their research with me—Thank you! I was just reading their ...
Comparing Reputation Management & Reputation Marketing  Business 2 CommunityOver the years as more new technology emerges and customers are able to easily do their due diligence, the number of companies not looking out for their ...
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.

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Increase Your Sales - Accept Credit Cards

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

How to Sell Strategically

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

Baditude!

As a group of sales trainees took a break from... Read More

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

Sales Tactics to Beat Your Competition

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

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the... 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

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

Why Performance-Based Recruiting Produces Top Sales Performers

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

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of... 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

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Speed-up Your Sales Cycle

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

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... Read More

How Do I Manage Workplace Conflict?

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

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

Increasing Business Through Distributors

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

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... Read More

It?s Time For A Sales Management Revolution

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

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More