Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to spot.

Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization." Managers get results by establishing goals and working with and through people to achieve those goals.

As a manager, your success depends on your ability to:

? Find and attract career-oriented men and women who have the knowledge, skills and attitudes to do the job, who are motivated to work, and who will cooperate with you and each other, and;

? Develop and manage these people to meet specific performance standards.

Management is a process because it involves a series of skills. But management is as much attitude as it is skills. Managers should be helpful supporters, working to build trust and confidence, and seeking to improve performance by recognizing that individuals have different needs, motivations and aspirations.

That means, the more of a leader you are, the better manager you will be.

Happily, most leaders are made, not born. They are cultivated, shaped and strengthened by education, training and real-world experience. Understanding leadership AND management is a good way of becoming more proficient at both.

What is leadership? What does it take to be a leader? Here's a short course:

? Leadership means having a mission and inspiring others to be committed to it. The mission is everything; leaders approach it with enthusiasm.

? Leaders are agents of change; they make decisions based on a vision of the future, not just on established directions. ? Leaders take risks to make things happen that would not otherwise happen.

? Leaders need a combination of competence, integrity, credibility and authority. They're seen as being involved in a lot of things and able to answer a lot of questions.

Leadership is a collaborative, not individual, process. It's the ability to get people to do what you want them to because they want to do it!

? Leaders help people do their best.

? Leaders depend on themselves and act on their own authority, but they recognize the importance of others.

? Leaders ask questions and know how to listen.

? Leaders let others talk; they don't talk about themselves.

Leadership begins when people disagree.

? Leaders recognize that performance and progress are forged on the anvil of constructive conflict.

? Leaders are willing to be unloved! In the words of Admiral John S. McCain (the late father of the Senator): "People may not love you for being strong when you have to be, but they will respect you for it and learn to behave themselves when you do." Try it; it works!

Qualities of an Effective Leader

? Leaders are purposeful; they have a clear view of their objectives and avoid digressions into irrelevancy.

? Leaders know their stuff; they have a thorough grasp of their subjects, when possible, backed up with hands-on experience.

? Leaders are prepared. No matter how well you know what you're talking about, choose appropriate ways of getting your message across. Avoid shortcuts.

? Leaders are enthusiastic, but season their enthusiasm with intelligence and appropriate humor.

? Leaders understand the use of drama. Dull is boring, so cultivate a sense of staging, especially when addressing a group.

? Leaders are confident and easy-going. Regardless of their management style, they speak clearly, projecting their voices and looking people in the eye. Distinct speech is a sign of distinct ideas; self-assurance catches on.

? Leaders maintain a positive attitude. They never speak ill of their organizations or of individuals under their management. The glass is always half full, never half empty.

? Leaders demonstrate the contagion of example. It's not enough to talk the talk; leaders must walk the walk.

? Leaders support their subordinates, giving them the widest possible authority and discretion, while keeping responsibility centralized with themselves.

? Leaders live the U.S. Army's motto: Adapt, Improvise and Overcome.

Leadership Makes Businesses Work

If management ability keeps systems operating efficiently, leadership identifies management needs and seeks systems to address them. If management skills are required to administer existing programs and systems, it takes leadership to create a vision of success, and get people excited about attaining it.

In short, leadership-provided by agency heads, sales managers and other members of the management team-makes businesses work. It enables them develop to the limits of their potential, then helps them break those limits.

Wnat More? Send comments and questions to [email protected]

Sources:

Management Online ? A "Do-While-Learning"? Program, The Diversified Group

The Marine Officer's Guide, Naval Institute Press

Bill Willard has been writing high-impact marketing and sales training primarily for the financial services industry for 30 years. Through interactive, Web-based "Do-While-Learning?" programs, enewsletters and straight-talking articles, Bill helps SBOs and independent professionals get the job done: profitably improving performance, helping grow your business, skipping expensive mistakes, making the journey to small-business success faster, smoother, easier. And fun!

In The News:

AEBC, (Executive Recruiting Firm) - State Sales Manager, Beer, Houston/Dallas - Rippentrop - Brewbound.com Craft Beer Job Listing  Brewbound.comState Sales Manager, Beer, Houston/Dallas, TX - Rippentrop Confidential search. NOT A START-UP. Restructure program, building a new national team in TX.
How Sales Managers Should Use the 5 Most Important Sales Reports  Business 2 CommunitySales reporting is essential for every data-driven company. These reports don't just make your Monday morning meetings more informative; they make your ...
Blue Danube Systems Expands Operations in India and Welcomes Sundeep Raina to the Global Sales Management Team  Global Banking And Finance ReviewBlue Danube Systems, a provider of intelligent wireless access solutions that help mobile operators address the challenge of explosive data growth, ...
Sales Manager  Pedestrian TVOur Business is one of the largest and most dynamic Fashion Agencies in NSW, Representing various established Australian and International Brands in ...
How to Help Underperforming Sales Reps  ATDOne of the most difficult aspects of managing underperforming sales reps is determining what actions you should take as a manager if a salesperson isn't ...
Before Sales Outsourcing, Stop and Think About These 4 Things  Business 2 CommunityWhat exactly is sales outsourcing? Sales outsourcing is when you purchase sales functions (lead generation, cold calling, etc.) outside of your own in-house ...
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 ...
Telestream appoints new Regional Sales Manager for MENA  BroadcastProME.comTelestream, a provider of workflow automation, processing and quality monitoring and management solutions for the production and distribution of video, has ...
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 ...
Alexander Group Publishes “The Front-Line Sales Manager Field General”  Business WireExplore the Front-Line Sales Manager role and how its adoption is helping sales leaders shift their organizations into higher seller performance.
DIGITAL SALES MANAGER NSW & QLD  B&TDigital platform; Surry Hills; Circa $150K + super + comms. Reporting to the National Sales Director, the Sales Manager will be responsible for managing sales ...
Pleasant View Gardens adds Tom Pierro to its sales team  Greenhouse ManagementPleasant View Gardens has added Tom Pierro as a new territory manager. Pierro brings with him nearly three decades of sales and management experience.
Narragansett Brewing Company - Field Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comResponsible for growing Narragansett Brewing Company volume and market share in the city of Boston by: Providing key / secondary retail account coverage ...
Volvo Car UK appoints Mark Cox as national sales manager  AMVolvo Car UK has appointed former Volkswagen Group national network development manager Mark Cox as its national sales manager, with immediate effect.
Sales Steering Coordinator  BusinessGhanaSales Steering Coordinator Location: Tema Our client, an international Shipping company is looking to hire a...
Advanced Chemical New Hires Signal Continued Growth  PRNewswireWARWICK, R.I., Feb. 21, 2019 /PRNewswire/ -- Advanced Chemical Company (ACC), the industry leader in high-grade thermal reduction and chemical refining ...
Discover 4 Vital Benefits of a Sales Enablement Program  Business 2 CommunityIt's no secret that marketers use data and technology to gain insights. It's been this way for decades. But something big is now changing. Sales enablement has ...
How to Stop Your Tech Stack From Failing Your Salesforce  Business 2 CommunityThink of a tech stack as the reinforced steel holding up a skyscraper. For most users, the steel is fundamental to its function but completely invisible. Workers in ...
General Sales Manager | Careers at KULR-8  KULR-TVBillings-based GSM to oversee sales activity for KULR & SWX-TV. Supervise local sales staff & work closely with commercial producers to maximize revenue.
The 3 values of great sales people  Nursery ManagementPut on your C.A.P. and evolve as a leader in salesADOBE STOCK.
Insurance Industry Thought Leader, Don Bailey, Joins Zywave Advisory Board  GlobeNewswireMILWAUKEE, Feb. 21, 2019 (GLOBE NEWSWIRE) -- Zywave, a leading insurance tech provider with the most expansive portfolio of sales management and ...
EXHIBITTRADER.COM Adds Kimberly Long as CCO, Senior VP of Sales  Exhibitor OnlineEXHIBITTRADER.COM, Inc., a Dallas based Corporation, is pleased to announce the addition of Kimberly Long to our expanding team as Chief Customer ...
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.
Funnel Metrics announces Funnelocity on Salesforce AppExchange, the world's leading enterprise apps marketplace  GlobeNewswireSalesforce customers can now benefit from Funnel Metrics' next-generation Sales Management application to identify, measure and score key selling attributes ...
Michigan Radio is hiring a Director of Corporate Support  Michigan RadioJob Summary: Michigan Radio is accepting applications for a Director of Corporate Support. Michigan Radio is a public media *service* of the University of.
President Duterte's governance is akin to the job of a shrewd sales manager  Manila BulletinOPINION AND OPTION. By ELINANDO B. CINCO. Elinando B. Cinco. “Foremost of all, always strive to sell your products to a huge number of consumers and ...
Regional Management Corp (RM) Expected to Post Quarterly Sales of $85.00 Million  Fairfield CurrentWall Street brokerages forecast that Regional Management Corp (NYSE:RM) will post $85.00 million in sales for the current fiscal quarter, Zacks reports.
San Diego Kimpton appoints new group sales, meeting managers  Hotel ManagementSan Diego's Kimpton Solamar Hotel appointed Rosaline Verhoog as group sales manager and promoted Crystal Wagner to executive meeting manager of the ...
House Beer - Area Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comJob Description. House Brewing, Inc (House) in Venice, CA is looking for an Orange County Area Sales Manager to help their Sales and Marketing Team.
Sales People/Manager Churn Is Unacceptable!  Business 2 CommunityOver the past several weeks, I've been involved in a number of conversations with colleagues and sales execs. Inevitably, we touch on the sad state of affairs on ...
4 Components to Optimize Your Sales Organization  Business 2 CommunityI recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are ...
USA Technologies Announces Partnership With G&J Marketing And Sales  VendingMarketWatchFebruary 21, 2019 07:30 AM EST. MALVERN, Pa.--(BUSINESS WIRE)--USA Technologies, Inc. (NASDAQ:USAT) ("USAT"), a premier digital payment, consumer ...
Bunker Jobs: Singapore Marine Sales Manager - Lubricants  Ship & BunkerMarine Sales Manager - Lubricants Singapore. We are now working with one of the leading independent distributors of Marine Lubricants on recruiting for a new ...
$218.98 Million in Sales Expected for Ares Management Corp (ARES) This Quarter  Fairfield CurrentWall Street analysts expect Ares Management Corp (NYSE:ARES) to announce sales of $218.98 million for the current quarter, according to Zacks.
Sales Manager (South Korea)  OilVoiceSales Manager Overview Our client is a world-leading manufacturer with exposure to the automotive, aerospace, power generation and renewable energy ...
Regional Sales Manager North West - Drinks job with Global Brands Limited | 794576  The GrocerGlobal Brands is an independent drinks company which owns, markets and distributes an enviable collection of products across the UK and Internationally.
ESL Vision Announces New Southeastern Regional Sales Manager  LEDs MagazineSALT LAKE CITY, UTAH—February 4, 2019—ESL Vision, a cutting-edge manufacturer of innovative LED lighting solutions, is pleased to introduce Sharon ...
3 Things HubSpot's Management Wants Investors to Know  Motley FoolManagement for the cloud-based marketing software and services company offered details on subscription revenue, international sales, and buying habits.
Volvo appoints Mark Cox as UK national sales manager  Car Dealer MagazineVOLVO CAR UK has made Mark Cox national sales manager with immediate effect. He takes responsibility for the management of the regional sales team for ...
Press Release: Modern-day sales management is a lost art and discipline says Rob Macpherson  PRWireThe art of effective sales management is rapidly being lost as a discipline with many modern-day sales managers unable to understand that it's an action role, ...
Murata Machinery Hires North American Sales Manager for Fabrication Products  Modern Machine ShopJeff Tyl will be Murata Machinery USA's new North American sales manager for fabrication products. Mr. Tyl has over 12 years of fabrication management ...
Ecliptic Brewing - Marketing Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comPosition Title: Marketing Manager. Supervisor: Owner FLSA Status: Exempt Wage Grade: Salary. Supervisory: Some shared employees with Sales Manager.
Factors Likely to Influence Office Depot's (ODP) Q4 Earnings  NasdaqOffice Depot, Inc. ODP is slated to release fourth-quarter 2018 results on Feb 27. This supplier of a range of office products and services has.
Spudsy - West Coast Regional Sales Manager needed in SPUD LAND! - BevNET.com Beverage Industry Job Listing  BevNET.comSpudsy Sweet Potato Puffs were born out of an obsession to share the goodness of Sweet Potato's in a healthy snack platform and I mean.. What better way than ...
Eight questions to… Mark Ballance, general sales manager, McLaren Leeds  AMMark Ballance, general sales manager, Parks Motor Group, McLaren Automotive Leeds, on working your way to the top.
Purplebricks shares dive on sales outlook shock  BBC NewsShares in estate agents Purplebricks plunged after it slashed its sales forecast and announced the departure of two senior executives. The company expects ...
Revenue from the Sales of Configure, Price, Quote (CPQ) software Market to Increase Exponentially During 2017 – 2025  Digital Day NewsConfigure, Price, Quote (CPQ) software helps the customers in configuring the products from a set of available components, products and services, to generate ...
What Is Sales Enablement? 10 Industry Experts Explain  G2 CrowdIn a perfect world, all of a company's departments would work in-sync without any lapses in productivity or communication. Every customer would feel completely ...
Residential Sales Manager  PrimeResiGKR London are working on a rarely available position with one of the most recognisable names in London property. They have instructed GKR London ...
Great American Group Operates Store Closing Sales at All Payless ShoeSource Locations in the United States  GlobeNewswireLOS ANGELES, Feb. 21, 2019 (GLOBE NEWSWIRE) -- Great American Group, LLC, a leading provider of asset disposition solutions and wholly-owned ...
Two Members of AHB Management Team Purchase AHB Tooling & Machinery  Industrial DistributionAHB Tooling & Machinery, Inc. announces two senior leadership team members have purchased the metalworking distributorship from previous owner Kevin ...
Global Digital Content Management for Sales Market 2019 Key Drivers and Restraints, Regional Outlook, End-User Applicants by 2023  Tech Dose DailyGlobal Digital *Content* Management for Sales Market 2018 by Manufacturers, Regions, Type and Application, Forecast to 2023 released by ...
Jaguar Land Rover Is Headed for a Cash Crash  BloombergSpending has gotten out of control despite underwhelming sales. Management needs to show it can be reined in.
Country Road Group: full price sales see $61 million profit  RagtraderCountry Road Group has seen total sales grow 2.3% for the half year to December 30. Sales grew 0.5% on a like-for-like basis, with gross profit margin up 0.3% ...
Odell Brewing Company - Marketing Project Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comABOUT ODELL BREWING. Since 1989, the culture of family and collaboration has thrived, fostering a brewery full of beer-centric people. It is this passion for ...
Gildan Activewear Reports Strong Results for the Fourth Quarter of 2018  NasdaqQ4 2018 GAAP diluted EPS of $0.29, up 16%, adjusted diluted EPS 1 of $0.43, up 39% over last year and in-line with Company guidance Net sales of.
Verto Analytics Announces Expansion of Executive Team to Manage Growth and Increase Revenue  GlobeNewswireNEW YORK, Feb. 21, 2019 (GLOBE NEWSWIRE) -- Verto Analytics is pleased to announce it has hired several new executives to support Verto's growth in key ...
Top Trump appointees promoted selling nuclear power plants to Saudi Arabia over objections from national security officials, House Democratic report says  The Washington PostKey members of the Trump administration pushed a plan to sell nuclear power plants to Saudi Arabia in the months after the inauguration despite objections ...
Should I Hire a Virtual Sales Team?  Business 2 CommunityThe answer? Well, it depends. A virtual sales team and an in-house sales team are both designed to manage your company's sales operations. However, there ...
New Farm Bureau agent leaves his retirement to sell insurance  Bluff Country Newspaper GroupApparently, Craig Bren's better off keeping people covered than he is being retired.
5 Key Technology Solutions That Distribution Businesses Should Adopt to be Successful in 2019  Business 2 CommunityCloud computing is a game-changer for businesses of all sizes, enabling them to compete with larger enterprises by giving them access to the advanced ...
New Media Manager  TV News CheckWebsite WHDH-TV, 7 NEws Boston, MA. Local News-Boston, MA. RESPONSIBILITIES: New Media Manager will generate new and *service* existing local ...
Enerflex Announces President and Chief Executive Officer Succession  GlobeNewswireCALGARY, Alberta, Feb. 21, 2019 (GLOBE NEWSWIRE) -- Enerflex Ltd. (TSX:EFX) ("Enerflex" or the "Company" or “we” or “our”) today announced that J. Blair ...
'Constant Hunger Games': Ex-staff reveal truth of Victoria's Secret  The AgeWhen Chloe Bosch and her friends started working at Victoria's Secret glitzy new flagship store last year, they couldn't have been more excited. It didn't last.
Sales Report Guide To Key Metrics and Data Visualization  Business 2 CommunitySales reports provide insight into a business' customer base and market position. They typically provide information on the number and value of deals closed, ...
Form 6-K/A Canopy Growth Corp For: Feb 15  StreetInsider.comGet instant alerts when news breaks on your stocks. Claim your 2-week free trial to StreetInsider Premium here. UNITED STATES. SECURITIES AND ...
Pharmacists, lawyers, CEOs: A look at the highest paying jobs for women  USA TODAYThe most recent available data from the Bureau of Labor Statistics shows that women in full-time positions still make just over 80 cents on the dollar compared to ...
Universal Electronics Reports Fourth Quarter and Year-End 2018 Financial Results  Associated PressSCOTTSDALE, Ariz.--(BUSINESS WIRE)--Feb 21, 2019--Universal Electronics Inc. (UEI), (NASDAQ: UEIC), the worldwide leader in sensing and control ...
Guess what's brewin' at Rutgers games? Beer sales! And RU officials expect profits to be stout  NJ.comRutgers will be selling beer and alcohol to football fans sitting throughout HighPoint.com Stadium in 2019 and men's basketball fans at the RAC in 2019-20.
Regional Management Corp (RM) A nticipated to Post Quarterly Sales of $85.00 Million  BharataPressWall Street brokerages forecast that Regional Management Corp (NYSE:RM) will post $85.00 million in sales for the current fiscal quarter, Zacks reports.
Analysts Anticipate Regional Management Corp (RM) Will Announce Quarterly Sales of $85.00 Million  BharataPressWall Street analysts predict that Regional Management Corp (NYSE:RM) will report $85.00 million in sales for the current fiscal quarter, Zacks reports.
Village Roadshow CEO Graham Burke to step down after 30 years  The Australian Financial ReviewLong-time Village Roadshow chief executive Graham Burke will step down at the end of this year after more than 30 years in the top job at the under-pressure ...
Equifax Inc (EFX) Q4 2018 Earnings Conference Call Transcript  Motley FoolEFX earnings call for the period ending December 31, 2018.
East Shore company names new president; and other business news: Trade Talk  PennLiveTrade Talk showcases the businesses in the midstate and the people who make them work. From companies who make iconic products to the small family ...
Zed-Axis Technologies - Sales Management Software  WhaTechZed Axis is a leading Business Intelligence Software Solutions provider company in India. Contact us to know more about our Business Intelligence Software.
Latest Jobs - Embedded Generation - Business Development Manager - Redzone Recruitment  Energy Live News - Energy Made EasyOur client is seeking an Embedded Generation – Business Development Manager. As an established UK energy supplier capitalising on developing markets, ...
NIO (NIO) versus MAZDA MTR CORP/ADR (MZDAY) Head to Head Analysis  PressOracleNIO (NYSE:NIO) and MAZDA MTR CORP/ADR (OTCMKTS:MZDAY) are both mid-cap auto/tires/trucks companies, but which is the superior business? We will ...
Seen & Heard: Lenders preparing to pull cashback deals on mortgages  The Irish TimesMortgage incentives likely to be phased out amid fears of misleading customers.
General Electric's Crown Jewel Soaring Higher  Seeking AlphaAlthough sales orders disappointed in 2018, robust order numbers suggest that the LEAP engine is taking off in a big way. Aviation, GE's strongest and most ...
Identifying Crucial Reasons for a CRM Project Failure  CIOReviewA customer relationship management (CRM) is data analysis of customers' historical data with a company to improve business relationships with customers by ...
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 ...
Audi to cut management jobs, engine types to reduce costs  Automotive News EuropeAudi plans to eliminate management jobs, reduce the number of engine types and may stop the night shift at its Ingolstadt factory as part of cost-cutting ...
OI REPORTS FULL YEAR AND FOURTH QUARTER 2018 RESULTS; Company delivers solid financial performance for 2018 and affirms expectations for higher earnings and cash flow generation in 2019  GlobeNewswireFOR IMMEDIATE RELEASE. O-I REPORTS FULL YEAR AND FOURTH QUARTER 2018 RESULTS Company delivers solid financial performance for 2018 and
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 ...
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.
Mattel forecasts a year of flat sales despite growth in Barbie and Hot Wheels  MarketWatchMattel talked up its big names during a recent analyst meeting, but is guiding for a flat year in sales.
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 ...
Assessing the Intelligence of AI Marketing Tech  Business 2 CommunityIn 2011, IBM Watson had just beat champion Ken Jennings on Jeopardy! and Paul Roetzer decided to apply that same technology to marketing. In an episode of ...
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 ...
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.
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.
LevelEleven Scales Sales Management Platform for the Enterprise  GlobeNewswireDETROIT, Sept. 24, 2018 (GLOBE NEWSWIRE) -- Over the past year, LevelEleven has added several new Enterprise organizations to its growing customer ...
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.
Facebook Lead Ads vs. Landing Pages: Which Is Better? [Data]  Business 2 CommunityA couple weeks back, I presented some new data around Facebook Lead Ads at Mobile Monkey's 2019 Facebook Ads Virtual Summit. Facebook advertisers ...
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.
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 ...
Is Sales an Art or a Science? It’s Both  Business 2 CommunityWorking as a sales person or being a small business owner who sells to customers is an interesting life, because every day is different and the process of selling ...
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 ...
The alarming findings about the 'Peter Principle' and sales managers  SmartCompany.com.auHave you ever worked with someone who was really effective in one role but then promoted to other roles, usually in management, and ended having no idea ...

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

How Exhibitors Can Move More Attendees Closer to Buying

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

Increase Your Sales Accept Credit Cards, Part 2

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

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

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

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

The Nine Warning Signs that You Need a Sales Video

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

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to... Read More

Snowflakes Improve Holiday Sales

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

Is Sales Process & CRM Stopping Sales?

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

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

Producing Premium Performance

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

How to Organize a Seminar or an Event

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

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional... Read More

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More

Building Trust For Lifetime Success

Trust.One word.One very powerful word that can increase both first... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

Make Time, Not Excuses

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

How to Increase The Sales Of Promotional Products

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

4 Marketing Myths Threaten Your Sales

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

Finding A Sales Force That Pays For Itself

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

Drop Discounts and Earn Top Dollar

Every dollar you discount is a dollar of pure profit... Read More

Investing in Your Sales Team

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