Whats a Professional Sales Manager?

I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn't have my usual number of proposals out for consideration. So, I wasn't as busy as usual. As my activity slowed, I began to worry. My doubts increased to the point where I had thought myself into a real depression, stuck on the question of "What's the use of trying?" The more negative my thoughts became, the less energy I had. My lack of energy led to fewer and fewer sales calls, which of course, led to less activity. And that led to more depressing thoughts. I was caught in a powerful downward spiral.

It was then that I caught a glimpse of what a professional sales manager is like.

Ned was my boss -- a sales manager of the highest caliber. He could see the symptoms of my sour state spilling over into everything I was doing. So Ned intervened. He arranged to have lunch with me, and listened patiently as I rambled on and on about my problems, my doubts, and my lack of activity. Finally, after I had dumped all my depression and negative thoughts on him, he looked me straight in the eye and said, with all the authority and resolve of someone who is absolutely sure of what they are saying, "Kahle, that's enough."

I was stunned. I was expecting empathy, an understanding shoulder to cry on. Instead, I got a simple, straightforward mandate. Ned knew me well enough to cut through all the fluff and come right to the heart of the matter. He said, "That's enough. That's enough feeling sorry for yourself. That's enough thinking all these negative thoughts. That's enough sitting back and not working as hard as you're used to. Stop it. You're better than all this. Stop it right now, today, and get your ..... back to work."

He saw my situation clearly. And he provided me the direction I needed. That conversation turned me around. I left my depression and negativity at that lunch table, and started back into my job with a renewed sense of the possible. A year later I was the number one salesperson in the nation for that company.

What made the difference in my performance was the skillful intervention of an astute and professional sales manager. He made the difference in my job performance, and that made a difference in my standing with that company. And that made a difference in my career. And that lead me to my current practice. It's entirely possible that I would not be doing what I do now, speaking and consulting with sales forces around the world, if it weren't for his timely intervention.

All of us have become what we are, at least in part, due to the impact other people have had on us. A professional sales manager is gifted with a rare and precious opportunity -- the opportunity to play a pivotal role in the lives of his/her charges. I so value the role that Ned played in my career, that the last paragraph on the "Acknowledgment" page of my first book reads, "Finally, I must make special, post-humus acknowledgement of the contribution made by Ned Shaheen, the best manager I ever worked for. It was Ned who, years ago, urged me to 'write the book...'"

So what does this have to do with being a "Professional Sales Manager?" During my 30 + years of sales experience and 16 years of experience as a sales consultant and sales trainer, I've encountered many sales managers. Some of have been good, many mediocre. But Ned was the best sales manager I ever met. He serves as a model for me. We can learn a number of lessons from him.

First, Ned knew the difference between the job of a salesperson and that of a sales manager. He had been a great salesperson -- like many sales managers around the world -- and had been promoted to sales manager. Yet he knew the jobs of sales manager and salesperson are completely different. A salesperson is responsible for building accounts and making sales. A sales manager, while ultimately responsible for the same results, understands that his/her job is to achieve those means through other people. A sales manager builds people, who in turn build the business. Salespeople focus on selling; sales managers focus on building salespeople.

As a sales person, I could comfortably take Ned into any account, secure in the knowledge that he wouldn't try to take over the presentation or usurp my relationship with the customer. I knew Ned was more concerned with me than he was about any one sale.

Ned knew that a salesperson was essentially a loaner, an individual who did most of his/her most important work by themselves, while a sales manager was a coach, whose only success derived from the success of his team. A sales manager's best work is always done, not with the customers, but with the people he/she supervises.

Ultimately, a sales manager is measured by the results achieved by his people. Sales, gross profits, market share, key product selling, -- all these typical measurements of sales performance are also one of the rulers by which a sales manager is measured.

So, an excellent sales manager, like a great soccer coach, is ultimately measured by his numbers. It doesn't matter how empathetic he is, nor how his players respect or like him, if year after year he produces a losing team. So it is with a sales manager. Ultimately, an excellent sales manager produces excellent numbers for his company.

In the five years that I worked for Ned, my own territory grew by $1 million a year, and the branch for which he was responsible grew from about $6 million to about $30 million.

Ned was excellent at one of the key competencies of the professional sales manager -- he had an eye for talent. He knew how to hire good people. After all, he hired me! Over the years, I watched him take his time, allowing a sales territory to go vacant for months, if necessary, while he waited for the right person to bubble up through his pipeline. Only one of his hires didn't work out -- which gave him an incredible winning percentage.

A professional sales manager understands the importance of making the right hire, is always recruiting in order to keep the pipeline of prospective salespeople full, and spares no expense to make sure the person he hires meets all the necessary criteria. When I was hired, I went through four interviews, and a full 10-hour day of tests with an industrial psychologist.

With all the time he took to make sure he was hiring the right person, Ned confided in me one day that, "It is more important to fire well then it is to hire well." He went on to explain that hiring sales people is an extremely difficult task, and that even the best sales managers fail at it frequently. Therefore, it was important to recognize your mistake quickly, and act decisively to fix it.

A professional sales manager, then, understands that when it is clear that a salesperson is not right for the job, he acts quickly, kindly, and decisively to terminate the individual, allowing both the individual and the company an opportunity to find a better match. Acting quickly to terminate a salesperson who isn't working out is both good business as well as good ethics. To allow a mediocre situation to fester to the detriment of the company, the salesperson, and the customers is to persist in a dishonesty.

Understanding that he works only through his sales people, and that he has the opportunity to make a great impact on his people, a professional sales manager makes it his business to know his people. Ned spent days with me in the field, talking not only about business, but also working at understanding the person I was as well. He'd arrange to meet me for breakfast or lunch regularly, even if he weren't spending the day with me. He wanted to get to know my wife as well, and paid close attention to her opinions. Several times over the five years we went to dinner as a foursome.

I could never stop in the office without being expected to sit in his office and talk about things. And, of course, there was the annual pig roast at his house, where all his salespeople and their families were invited to spend a fun day while the pig roasted over the spit. I was always a person to Ned, never just a "salesperson."

Because he took the time to get to know me, he was equipped with the knowledge of exactly how to best manage me. And he always saw the potential in me, and was ready to correct me when necessary. In the first year of my employment, I was earning the reputation among the inside customer support and purchasing people of being difficult and demanding. I was a hot-shot superstar who didn't take their feelings into consideration, and came into the office and dumped work on them. Ned let me know that my ways needed to change. At first, I didn't pay much attention. My numbers were too good for anybody to be concerned. So Ned let me know a second time that I was going to have to change. The situation was so acute, that the operations manager was lobbying to get me fired! Guided by his firm hand, I swallowed my pride, adopted a more humble attitude, and bought all the customer service reps a six pack of premium beer as a gift. My stock inside the company spring up dramatically, my ways corrected, and my future assured.

A professional sales manager guides and corrects his charges in order to help them achieve their potential.

Ned never stopped learning. He would often tell me about seminars he'd attended, books he'd read, or ideas he'd picked up by talking with other people. He knew that he never "knew it all." So it is with every professional sales manager. A real professional never stops learning. He understands that the world is changing rapidly, continually demanding new skills, new ideas, and new competencies from him. At the same time, his salespeople and their customers are changing also. So, he understands that he has a challenge to continuously grow and improve, to learn more and become btter at his job. Sales management isn't just a job, it's a challenge of a lifetime of improvement.

One more observation. Understanding that a professional sales manager is only successful when his charges are successful, an excellent sales manager supports, encourages and gives his sales people the credit.

It was the fourth year of my tenure, and Ned was lobbying for me to be awarded the "Salesperson of the year" award. It was given not only for sales performance, but for more subjective things - supporting the company's objectives and ethics, getting along with other people in the company, etc. The award was a great honor, and extremely difficult to win. Each sales manager nominated their favorite salesperson, and lobbied for one of their charges with the company's executives, who made the final choice.

The annual awards banquet was held at an exclusive country club, where the men wore tuxedos and the women formal evening gowns. When dinner was done, the speeches were finished and the lesser awards announced, it came time for the big one, the one I wanted.

The climate was tense and expectant. The entire room silent as the time approached for the announcement. Then, as the company president announced my name, it was Ned who thrust his fist in the air and shouted "YES!"

The photograph that hangs on my bedroom wall shows me shaking hands with the president and accepting the award. Look carefully and you'll see Ned standing proudly in the background.

There is a song that I find particularly moving. Perhaps you know the words made popular by Bette Midler. It goes like this, "It must have been lonely there in my shadow... Without the sun upon your face I was the one with all the glory You were the one with all the strength.

I can fly higher than an eagle Because you are the wind beneath my wings." Want to excel as a sales manger? Want to be a true professional? Look at your job as a unique opportunity to impact others, to select, correct, support and encourage your salespeople, to achieve your company's objectives by become a positive force in their lives. It's not a job, it's a mission. Be the wind beneath their wings.

And perhaps, one day, fifteen years from now, someone will write about you.

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 http://www.davekahle.com/mailinglist.htm

Y ou 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]
http://www.davekahle.com

In The News:

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.
Marketing, sales tips for asset managers seeking to raise AUM  Financial PlanningHave you always wondered what institutional research professionals actually think of your firm's marketing strategy? Are you looking to increase your firm's ...
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 ...
The Sales Conversation of the Future  Business 2 CommunityAI/ML are, apparently, the future of selling. As I reflect on the brave new world of selling, I imagined a call of the future: Alexa: Hi, Siri, I'm Alexa from Super Cool ...
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 ...
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 ...
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 ...
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...
IMAGEN Brands Hires Liza Sachs to Sales Management Team  Advertising Specialty InstituteSachs is an experienced promo sales leader who has worked on the supplier and distributor si...
Systems Integrators Guide Offers Tips for Creating Winning Sales Proposals  Security Sales & IntegrationWHITE PLAINS, N.Y. — WeSuite, a software manufacturer of industry-leading sales management tools for technology sales and *service* providers, is providing a ...
Baxi expands North American operations, appoints sales director  HPAC MagazineBaxi S.p.A is extending its operations in Canada. The Italian company announced plans to transfer all North American business and support to its North ...
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 ...
Ancillary Insurance Carrier Renaissance Expands Sales Management Team  PRNewswireINDIANAPOLIS, Nov. 15, 2018 /PRNewswire/ -- Ancillary insurance carrier Renaissance Life & Health Insurance Company of America is expanding its sales ...
'Shelf management can really boost retail sales'  FreshPlaza.comFreshPlaza is the number one portal for the *fresh* produce industry, offering the latest news, job advertisements, pricewatching, and photo reports.
12 Red Flags To Look Out For When You're Screening Potential Salespeople  ForbesSalespeople bring more to the table than their ability to sell. These 12 signs can signify a bad match for your company early in the interview process.
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.
Relationships or Websites? Both, Please | 2018-12-13  Modern Distribution ManagementEarlier this year, I wrote a blog about how outside sales relationships with customers and suppliers have historically been the dominant drivers of your B2B ...
Commerce and NRF report solid November retail sales  Logistics ManagementCommerce reported that November retail sales, at $513.5 million, were up 0.2% over October's revised $512.4 million and up 4.2% annually, and NRF reported ...
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.
Using intent for B2B pipeline acceleration: 5 ways to turn ABM into a "cosmic" slingshot for sales  TechTargetGreat success with ABM correlates highly with taking an end-to-end approach, one that incorporates a substantial focus on the sales pipeline and the marketing ...
E-Retail Sales Manager – London – £45,000 + benefits  Cosmetics BusinessResponsible for marketing plans, promotions, NPD launches, commercial strategies, order processing and analysis.
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.
When Do I Need Sales Enablement?  Business 2 CommunityWhen do I need sales enablement? This is one of the most crucial questions that emerges when embarking on a sales enablement journey. Because a sales ...
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 ...
IN CASE YOU MISSED IT. 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 ...
Global Sales Performance Management (SPM) Market Top Player 2018 – SAP, Salesforce.Com, IBM, Oracle, Callidus Software  Industry News InsightsMarket Research store added Latest Research Report titled “Sales Performance Management (SPM) Market″ to its Large Report database, it offers a ...
Inside Sales Manager - Grubhub  Built In ChicagoGrubhub is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Charles Chocolates - National Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHIn a chocolate world that seems focused on following the next “trend” to make a quick buck, Charles Chocolates stands steadfast in our dedication to using the ...
Batch 206 Distillery - Brand Sales Manager- SEA- Batch 206 Distillery - BevNET.com Beverage Industry Job Listing  NOSHBrand 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 ...
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.
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 ...
Stone Path Malt - Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comSales Manager. Stone Path Malt. New England, USA. Opportunity: We believe positive change is good and so do our customers brewing with our malt!
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 (...)
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 ...
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 ...
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 ...
Using intent data for B2B pipeline acceleration  MarTech TodayJust a few days after this Thanksgiving's food and football, we were all treated to another feast with the Mars INSIGHT landing, both for the eyes and for the ...
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 ...
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 ...
TILT Holdings Strengthens Leadership Team, Appoints Lars Vaule Chief Operating Officer  Business WireTILT Holdings Inc. (“TILT” or the “Company”) (CSE: TILT) (OTC: SVVTF), a vertically-integrated infrastructure and technology platform serving the cann.
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 ...
What financial advisers could learn from comedians — no, this isn’t a joke  MarketWatchHave you ever seen a performance by one of The Second City improvisation troupes or watched episodes of “Whose Line Is It Anyway?” Did you take notes?
Iris Vineyards & Winery - Regional Sales Manager (West Coast) - BevNET.com Beverage Industry Job Listing  BevNET.comIris Vineyards & Winery, located in the beautiful Willamette Valley, is currently searching for a Regional Sales Manager to cover the West Coast Territories!
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 ...
Ted Nahil Joins Nautel as Regional Sales Manager  Radio WorldAccomplished sales and technical *service* professional will manage eastern USA sales territory for Nautel.
Tariff Suspension Won’t Help Ford’s Plunging Sales in China  24/7 Wall St.Sales of Ford Motor Co. (NYSE: F) vehicles in China continue to deteriorate. Year over year, sales volume dropped 55% in November to just 55,434 units.
Sierra Nevada Brewing Company - REGIONAL SALES MANAGER - Pacific Northwest - Brewbound.com Craft Beer Job Listing  Brewbound.comThe Regional Sales Manager develops our sales team and leads our wholesaler management efforts in the Pacific Northwest Region. This position reports to ...
Perspectives From B.J.'s Wholesale Club's Management  Motley FoolMemberships, procurement initiatives, and the company's debt profile were among significant topics management brought to investors' attention during the ...
What Ulta Beauty Wants You to Know  Motley FoolIt took over a year, but Ulta Beauty (NASDAQ:ULTA) is finally back to posting faster sales gains. The spa and beauty products retailer had plenty of good news ...
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 ...
Business Development Sales Manager - Lithium Technologies  Built In AustinLithium Technologies is hiring for a Business Development Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
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?
This Is What Your Marketing and Sales Funnel Really Looks Like  Business 2 CommunityThe sales funnel has evolved. The tried and true sales and marketing model has been surpassed by flywheels, bowties, and more. But just like your ...
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.
Insurance Sales Program Director - GoHealth  Built In ChicagoGoHealth is hiring for a Insurance Sales Program Director in Chicago. Find more details about the job and how to apply at Built In Chicago.
Zest Tea - Grocery Sales Manager - Bagged Tea - BevNET.com Beverage Industry Job Listing  NOSHWhat is Zest Tea? Winner of Best New Product at the World Tea Expo, Zest premium energy teas offer the same energizing kick of coffee without the negative ...
How One Company Grew Revenue by $16 Million in 6 Months  Business 2 CommunityWhile I've learned many lessons throughout my career, this one is something I always come back to — be wary of the mindset that numbers trump everything ...
NMC Appoints Norm Barton Regional Sales Manager West, Proactive Video Monitoring  Security TodayNorm Barton Joins National Monitoring Center (NMC) as Regional Sales Manager West, Proactive Video Monitoring, as Support to New Proactive Video ...
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.
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 ...
Why Your Pipeline Doesn’t Need Any Sales Stages  Business 2 CommunityThis is a subject I've referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that deserves far more attention – and ...
Rep Report for December 14, 2018  SHOOT OnlineNumodo, a six-year-old creative representation firm led by production and business development veteran Heidi Bayer, has added three new clients for national ...
Republic publisher resigns: Wells plans to acquire local business  The RepublicStaff ReportsChuck Wells, vice president and group publisher for AIM Media Indiana, has announced his resignation effective Dec. 21. Chuck and his wife ...
Waste Management, Inc. (WM) Expected to Post Quarterly Sales of $3.79 Billion  Fairfield CurrentEquities research analysts expect Waste Management, Inc. (NYSE:WM) to report sales of $3.79 billion for the current quarter, according to Zacks. Three analysts ...
Tim White appointed Hyundai’s new national fleet sales manager  FleetNewsHyundai Motor UK has appointed Tim White as national fleet sales manager, following the arrival of Michael Stewart as fleet director at the start of the year.
Future of Burner Management System Sales Consumption Market Business overview, challenges, opportunities, trends Research Report 2018-2025 by ABB, Born, Doosan Babcoc, and Honeywell.  openPRGlobal Burner Management System Sales Consumption Market is expected to grow at a Compound Annual Growth Rate (CAGR) of +5.69%. The base year ...
Intsights Cyber Intelligence Appoints CyberArk's Ron Zoran to Its Board of Directors  AiThorityGlobal Leader in Digital Risk Protection and Tailored Cyber Threat Intelligence Solutions Bolsters Board with Cybersecurity Industry Leader. IntSights Cyber ...
Are you worried about being seen as a job-hopper?  HBR.org DailyAre you worried about being seen as a job-hopper? Dan and Alison answer your questions with the help of Allison Rimm, a career coach and former executive.
In Examining 27,357 Wins, 95% of Sales People Did This One Thing  Business 2 CommunityOver the years, we've seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We've seen certain patterns ...
Discover the best cloud ERP software for your company  TechTargetThere are multiple cloud ERP products on the market, so how do you know which one to choose? Focusing on multiple factors like features and functions, this ...
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 ...
Global Rosuvastatin Calcium Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Rosuvastatin Calcium Market Report presents an irreplaceable and sheer analysis for Rosuvastatin Calcium industry. The study report comprises ...
Additive Industries Appoints Mike Goh as General Manager  Ten LinksEINDHOVEN, Netherlands and Singapore, Dec 14, 2018 – Additive Industries has hired Mike Goh to lead the 3D printing systems manufacturer's expansion in ...
Global Library Automation Service System Market 2019: Raw Material Sales, Resource, Management And Recovery Factor 2024  Daily Industry UpdatesGlobal Library Automation *Service* System Market Report presents an irreplaceable and sheer analysis for Library Automation *Service* System industry.
JCDecaux appoints Oliver Newton as general manager – sales for Australia  mUmBRELLA*Oliver Newton, JC Decaux's national sales manager has been promoted to the role of general manager – sales, the out of home giant has announced.
A Top 10 Bucket List For 2019  Printing ImpressionsAnd just like that, 2018 has wound down and we look ahead to 2019. This is the time of year for thanks and gifts, visits and joy and, of course, Top 10 lists.
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 ...
Internal Sales Manager - West Midlands job with Zest Optical | 1401783377  Optician OnlineZest Optical are currently looking to recruit an Internal Sales Manager for a world leader in eyewear products. The Internal Sales Manager will be based in the ...
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 ...
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 ...
Data Warehouse Management Software Market boosting the growth Worldwide: Market dynamics and trends, efficiencies Forecast 2023 key players Astera Software, EMC Corporation, Hewlett-Packard, Vertica Systems,  Tribune UpdatesHTF MI recently introduced Global Data Warehouse Management Software Market study with in-depth overview, describing about the Product / Industry Scope ...
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) ...
There's life in the old economy yet - if management can work out how  Telegraph.co.ukNewspapers. Package holidays. Shops. It would be hard to think of a more hopeless trio of industries, or three that are in deeper long-term trouble. All of them ...
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 ...
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 ...
Movers & Shakers: Coldwell Banker promotes sales director, managing broker & more  The Real Deal MagazineColdwell Banker made a few management changes in Miami-Dade. Dianne Regalado Kammerer was named director of sales for the brokerage's Coral Gables ...
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.
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 ...
Grow your P&L: Take the unpredictability and inconsistency out of sales  Irish TimesRevenue growth and a better customer journey experience isn't so hard, once you have the right tools in place.
How to develop a data culture within your organisation  Information AgeIn case you didn't know, it's all about people and processes, according to Niels Stenfeldt, CEO at Stibo Systems How to develop a data culture within your ...
Philadelphia weddings: Heather Rittenhouse and Bob Rafferty Jr.  Philly.comThey met down the Shore. He proposed on a banner plane.
46 Job Openings In Levittown Right Now  Levittown, PA PatchLEVITTOWN, PA — Businesses across the region are looking for new employees and Patch has partnered with ZipRecruiter to provide you ...
Can Do: Managing Happy Customers Around The Globe – From Montana  MTPRJust seven years ago, the Missoula, Montana business-technology consulting wing of Advanced Technology Group (ATG) consisted of two people in a ...
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 ...
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 ...
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 ...
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.
Chinese data showing slowdown spook global markets  Financial TimesA sharp slowdown in Chinese spending growth and manufacturing added to the gathering gloom around the international economy on Friday, sending financial ...
Promotional Products: The Trojan Horse of Sales Prospecting  Business 2 CommunityDo you remember the story of The Trojan Horse? In the story, the Greeks constructed a huge wooden horse and hid a select force of men inside. The Greeks ...
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: ...

Pointless Targets

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

How Do I Manage Workplace Conflict?

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

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... Read More

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... 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

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

Producing Premium Performance

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

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... 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 & 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

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

Generous Donor Refused (how qualified business slipped away)

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

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that... Read More

Speed-up Your Sales Cycle

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

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

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

Although I never met the man, I imagine Lou Boudreau... Read More