How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't.

The shenanigans you watched during the "Apprentice" show are perfect examples of what not to do if you want to become an effective and respected sales manager.

Enough about that . . .

Today, being a sales manager, is a tough job - and it can also be extremely rewarding. Here's what I find bizarre. There are too many undertrained sales managers trying to coach and develop their undertrained salespeople. It's not a pretty picture.

What do you think happens when that happens? Right - nothing much happens.

Last week I went to Chicago to conduct a one half-day sales training program. After completing the program in Chicago I was off to Las Vegas to do a two-day sales training program.

I'm sitting in an aisle seat (9D) on American Airlines flight #1417. Once I settled in I exchanged hellos with the guy sitting next to me.

I asked, "What kind of work do you do?"

He says, "I'm a sales manager" and proceeds to tell me about his company, his responsibilities, and some of his problems.

After a while he asks me, "What about you - what kind of work do you do?"

I gave him my prepared elevator speech, "I coach and train salespeople and sales managers on how to increase sales, earn more money, have more fun, and how to do it all in less time."

He says, "You coach sales managers, man could I ever use a coach!"

I said, "What do you mean?" He said, "One day I'm a very successful sales representative and the next day I'm a sales manager."

He continues and says "Hey, I wanted this job - it was a dream come true for me." Along with the promotion I got the standard "Hit the road Jack kind of attitude from my company."

"It wasn't mean-spirited, just a go figure-it-out for yourself kind of an attitude."

I asked him one of my favorite questions - a question that uncovers specific problems. I said, "Keith, as a sales manager, what are some of the biggest challenges you're dealing with now?"

He said, "You got an hour to hear them all?" I took some notes while he was talking and here's a list of what he said he needed help with:

Recruiting Interviewing Planning Time management Coaching Motivation Planning a dynamite sales meeting Strategic account plans Measuring performance Sitting goals that get results Leadership Self confidence

I said, "That's quite a list."

He says, "My wife thinks I'm nuts for taking the sales management position."

She says, "You're working longer hours, you're always stressed out, and you're always thinking about work."

Well, I'm not going to bore you with any more of the details of that conversation - but Keith seems to be the perfect candidate for my just released Sales Management Coaching Program.

After I explained the program and all of its benefits to Keith he perked up and said, "Sign me up!"

You can use this link to see the complete Sales Management Coaching package - it will take only 118 seconds to read. http://www.meisenheimer.com/sales_coaching/individual.shtml

If you're a sales representative please forward this to every sales manager you know, who wants to become the best they can be in their role as sales manager.

If you're a sales manager, take a close look in the mirror and ask yourself, "How am I doing as a sales manager?" If you want to achieve superior results as a sales manager you'll have to have superior sales management skills at your fingertips.

Years ago, some of the best advice I never took was "You can't succeed alone." It took me a long time to buy into this very simple concept. Today I belong to a Mastermind group that meets every three months. We've been doing this for five years now.

During the same five years I have hired three different coaches to help me grow different parts of my business. Personally, I have always found an immediate payback with the coaches I've hired.

For me, the results have been truly amazing and incredibly rewarding.

Here's the link again to see the complete package. http://www.meisenheimer.com/sales_coaching/individual.shtml

Enough about sales management . . .

It's time to start thinking about the second-half of 2005.

Here are a few practical selling tips:

1. Prepare a list of what worked for you during the first half of 2005.

2. Prepare a list of what didn't work for you during the first half of 2005.

3. Prepare a written list of goals (Make them specific) that you want to achieve during the second half of 2005 - professional and personal.

4. For each written goal prepare a list of strategies that describes in considerable detail how you are planning to achieve each goal.

5. Identify the one thing that's holding you back from achieving phenomenal success. Be honest with yourself! Then, immerse yourself in a self-development program to convert this weakness into a personal strength.

This is not an exercise in futility. Actually, it's an exercise designed to help you achieve the personal growth and development you need to take your business to the next level.

If dealing with time management is an issue for you, my Audio Book "57 Ways To Take Control Of Your Time And Your Life" includes 57 creative ideas on how you can, once again, take control of your time and more importantly your life. Use this link for more information about the audio book and to see the extra stuff I'm including: http://www.kickstartcart.com/app/adtrack.asp?AdID=143021

Now go out and outsell and outsmart your competition . . .

Jim Meisenheimer is the No-Brainer Sales Training Guru. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or e-mail: [email protected]

Use this link to sign-up for Jim's FREE No-Brainer Selling Tips Newsletter and to get your copy of my Special Report titled, "The 12 Dumbest Things Salespeople Do." http://www.meisenheimer.com

In The News:

Ghosting, Texting and Conflict Management: The New Sales Management Challenge  Customer ThinkI was catching up with one of my oldest friends and the conversation moved from business to personal. She shared that her husband, a business owner, was ...
Sales and Marketing Management  Business 2 CommunityThe sales and marketing departments within an organization are inextricably linked. While the marketing function within an organization aims to establish the ...
Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Excced.ai Launches New Platform Leverages AI, Simplifies Sales Management  MarTech AdvisorPlatform can follow up and qualify every sales lead with human-like interaction to increase sales opportunities by 80 percent. Sunnyvale, CA: Exceed.ai, ...
Boosting Sales Management Techniques with an Intelligent CRM  CIOLTechnology has changed sales management techniques dramatically, all processes are now online and intelligent CRM helping to manage customer ...
7 Ways Sales Teams Can Set Better Goals  Harvard Business ReviewMost sales forces use sales goals to focus attention on what's important and give salespeople direction about what to do. Goals energize people and encourage ...
PROS's New AI Powered Sales Management Solution Streamlines Sales  MarTech AdvisorPROS Smart CPQ Adds Support for Sales Agreements to Improve Deal Velocity and Further Enable Omnichannel Commerce; Handles Complex Quotes up to ...
Shaky top management, puny sales, sagging brand image: Nissan India is fast running out of fuel  Economic TimesAs new products flop and dealers down shutters, Nissan struggles to stay relevant in India. The recent exit of Thomas Kuehl, head of its operations in India, will ...
Seven ways sales teams can set better goals  Antelope Valley PressMost sales forces use goals to focus their salespeople. Companies often link sales-force incentive pay to goal achievement, which makes effective goal-setting ...
AI Is Driving Sales Management's Interest Across the Board  Destination CRMNot surprisingly, artificial intelligence is infusing every part of the sales process.
What makes good sales managers  Business DailySuccessful sales managers will happily make a sale and give it to a team member.
Mackie appoints Global Sales Management as Latin American sales rep  PSNEuropeMackie has appointed Global Sales Management as its sales representative in Latin America, effective June 1, 2019. Founded in 2003, Global Sales ...
Mspark Announces Kevin Zall as Director of Sales Enablement  GlobeNewswireHELENA, Ala., June 17, 2019 (GLOBE NEWSWIRE) -- Mspark, a leading national shared mail company, has hired Kevin Zall as Director of Sales Enablement.
University subject profile: business, management and marketing  The GuardianStudy of organisations' finance, accounting, marketing, human resource management and administrative functions.
Farmers Taps Fatobene for Mortgage Sales Management  businessjournaldaily.comFarmers National Bank has added new leadership to its home mortgage lending team with the hiring of Donald Fatobene as mortgage sales manager in the ...
United Apple Sales hires Frank Davis, opens West Coast office  The PackerLyndonville, N.Y.-based United Apples Sales opened a West Coast division based in Yakima, Wash., and hired Frank Davis as vice president of national ...
IVvy, the Online Group Bookings and Hotel Sales Management Software Gets Ready to Dazzle at ROC Americas 2019  Hotel News ResourceFastest growing new generation venue management company will showcase latest groups and events technology at HSMAI's Revenue Optimization ...
Invest in Others Charitable Foundation Announces Four New Board Members  Yahoo FinanceNEWTON, Mass., June 17, 2019 /PRNewswire/ -- The Invest in Others Charitable Foundation announces the election of four new members to its Board of ...
Salesforce launches a trio of AI engagement and asset-tagging tools, debuts Commerce Page Designer  VentureBeatAt its Connections conference in Chicago, Salesforce unveiled new Einstein-powered AI services and a revamped Customer 360.
Agency Sales Manager - WP Engine  Built In AustinWP Engine is hiring for a Agency Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Swenson Advisors Welcomes Jim LoPresti  Yahoo FinanceSAN DIEGO , June 17, 2019 /PRNewswire/ -- Swenson Advisors is pleased to announce that Jim LoPresti has joined the firm as the Business Development ...
Desai appointed chairman of thyssenkrupp Steel Europe AG  Steel Times International magazinePremal Desai has been appointed chairman of the executive board of thyssenkrupp Steel Europe AG, replacing Andreas Goss who is resigning following the ...
Sales Management  Ledger IndependentModern Woodmen, one of the nation's largest fraternal financial services providers, is looking for self-motivated individuals in the Maysville area.
Lonsec hires wealth management sales head  ifaResearch house Lonsec has brought on a new head of wealth management sales in response to the rapid expansion of its managed accounts business.
Red Roof® Selects IVvy Venue Management Software to Automate Group Block Booking and Optimize Sales  Hotel News ResourceiVvy Inc., the leading Venue Management Software company, today announced that Red Roof® has selected iVvy as their preferred sales and catering software ...
Focus Healthcare Partners and Life Care Services Enhance Iconic Continuing Care/Life Plan Community located in Fairfax, Virginia  BioSpaceCHICAGO and DES MOINES, Iowa, June 17, 2019 /PRNewswire/ -- The Virginian, a large Continuing Care/Life Plan retirement community located in Fairfax, ...
VCs bet $12M on Troops, a Slackbot for sales teams  TechCrunchSlack wants to be the new operating system for teams, something it has made clear on more than one occasion, including in its recent S-1 filing. To accomplish ...
Sales Manager - ReviewTrackers  Built In ChicagoReviewTrackers is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
MEMO: Citigroup restructures rates and currencies divisions  Business InsiderCiti is merging its rates and currencies businesses, two of the top moneymakers in its $11.6 billion FICC division, it announced in an internal memo.
Inside Sales Manager - Rewards Network  Built In ChicagoRewards Network is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Four Steps That Set Up Salespeople To Succeed As Managers  ForbesWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
Sales Manager - Financial Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Sales Manager - Financial Software Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
K-12 Current Client Sales Manager, Nonprofit Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a K-12 Current Client Sales Manager, Nonprofit Software Solutions in Austin. Find more details about the job and how to apply at Built In ...
Alliance Partner Sales Manager - UiPath  Built In AustinUiPath is hiring for a Alliance Partner Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Michelin names UK sales manager for services & solutions - European Rubber Journal  European Rubber JournalStoke-on-Trent, UK – Michelin has appointed Jonathan Layton as national sales manager, UK and Republic of Ireland, for the services & solutions business line.
How brands are injecting creativity into digital  Marketing WeekDigital channels are often looked upon as a world of metrics and short-term thinking, but there are opportunities for brands to be creative if activity is ...
Vista Cinema, the Global Leader in Cinema Management Software, Focuses on Transforming the Guest Experience for Cinema Exhibitors  MarTech SeriesVista Entertainment Solutions (Vista Cinema), the leading provider of cinema management software for global cinema exhibition and the founding company of ...
Global Thermal Management Sales Market 2019 – DENSO, Valeo, MAHLE, Hanon Systems, Honeywell, Vertiv, Gentherm, Delta, Laird, Boyd Corporation, Heatex  Market News MagazineGlobal Thermal Management Sales Market Research Report 2019-2025 by Market Research trade presents conceptual study and strategic analysis on Thermal ...
Feenics adds to its business development and sales executive staff  SecurityInfoWatchCompany adds two key U.S. positions to handle regional uptick and assist with sales and business development of the company's VAR network. Feenics.
Are Your Sales People “Organizationally Nimble?”  Business 2 CommunityWhen we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly ...
Translations.com Debuts Four New Salesforce Cloud Integrations For GlobalLink Translation Management System  MarTech SeriesTransPerfect's Tech Division Simplifies Multilingual *Content* Management for Salesforce Users. Translations.com, the technology division of TransPerfect, the ...
Saltaire Brewery expands ownership  Business Up NorthIndependent UK brewery, Saltaire Brewery, continues its journey by expanding the ownership of the business to include sales director, Nick Helliwell and ...
Sales Operations & Analytics Manager - Compeat  Built In AustinCompeat is hiring for a Sales Operations & Analytics Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Why Emotional Intelligence Training is Vital for Sales  Business 2 CommunityMost of the sales training we see today focus on fast-track training. This sort detail a myriad of processes that today is quite frankly – useless. Think about it ...
Gray Announces New Management Roles for Tim Coles and Kathy Silk  GlobeNewswireATLANTA, June 10, 2019 (GLOBE NEWSWIRE) -- Gray Television, Inc. (“Gray”) (NYSE: GTN) announced that it has appointed Tim Coles as the new General ...
Stop Striving for Sales Perfection!  Business 2 CommunityGiven the inevitable complications and unique considerations involved in any complex sales environment, it's hard to imagine that we could ever execute a ...
GlaxoSmithKline revamps incentives for sales representatives  Financial TimesGlaxoSmithKline is to reintroduce performance-based bonuses linked to the number of prescriptions written for its medicines, reversing a company ban on the ...
Ad Sales Strategy Director job with NBCUniversal, Inc. | 398026  mediabistro.comAd Sales Strategy Director in New York , Manager (Supervisor), Sales, Sales & Business Development with NBCUniversal, Inc.. Apply Today.
Crisis Management Software Market Size 2024 – Global Industry Sales, Revenue, Price trends and more  News by DecresearchMarket Study Report, LLC, has added the latest research on ' Crisis Management Software market', which offers a concise outline of the market valuation, ...
Harness Data to Help You Define a Partner Channel Upsell Strategy  Business 2 CommunityIt's crystal clear that your partner channel is an asset to your company's overall business revenue number. What's murkier is the operational process to actually ...
Sales Enablement: Your Game Plan to Repeatable High Growth  Business 2 Community“Failing to prepare is preparing to fail.” These sage words from John Robert Wooden, who won 620 games in 27 seasons as the legendary men's head ...
Robust Sales Growth Makes These 5 Stocks Worth Buying Now  Yahoo FinanceSales growth provides investors an insight into product demand and pricing power.
On Sales/Marketing Friction  Business 2 CommunityWe misunderstand the concept of friction in sales and marketing. At least we look at it to narrowly. Too often, we look think of friction in terms of conflict, ...
Nutanix - Misunderstanding A Miss And Some Other Observations  Seeking AlphaNutanix reported disappointing operating metrics at the end of last month. The shares sagged another 20% or so, in the wake of the disappointing quarterly ...
This Week’s Wedding Announcements  The New York TimesAll of the weddings right here on one handy page for you.
Symantec’s ‘Extraordinarily Depressed’ Stock Could Rise With Job Cuts, Asset Sales  Barron'sMizuho Securities analyst Gregg Moskowitz raised his rating on Symantec stock (ticker: SYMC) to Buy from Neutral, while edging up his price target to $23 from ...
Actionable Intelligence Accelerates Profitable Growth  Automation.comBy Barrett Thompson, Zilliant The manufacturing plant floor has been automated and optimized for years; yet revenue and profit growth remain stagnant.
Sales Operations Manager - Upwork  Built In ChicagoUpwork is hiring for a Sales Operations Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Mining Waste Management Market Insights covers Consumption, Sales, Revenue and Forecast towards 2025  Veteran's WeeklyThe research on Mining Waste Management Market coducted by Worldwide Market Reports had seen signficant growth, demand, developments and is ...
Global Computer Inventory Management Software Solutions Market: Sales, Consumption, Demand and Forecast 2019-2023: Network Inventory Advisor, Spiceworks, Lansweeper, Asset Panda, WinAudit, etc.  Market Industry JournalIndustry Overview of Computer Inventory Management Software Solutions Market. The global Computer Inventory Management Software Solutions market ...
What’s the Difference Between Product Managers and Product Owners?  Business 2 CommunityProduct Managers and Product Owners are, in fact, different. But, both are vital to product success. To keep up with the ever-changing SaaS industry, new roles ...
Webb Joins Independent Insurance Agents of Texas as Advantage Markets Director  Insurance JournalThe Independent Insurance Agents of Texas (IIAT) has added Lisa Webb as director of IIAT Advantage Markets. Webb has more than 30 years of experience in.
Sales Enablement Manager - TrendKite  Built In AustinTrendKite is hiring for a Sales Enablement Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Account Manager - WP Engine  Built In AustinWP Engine is hiring for a Sales Account Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Win Systems reinforces its sales team in Europe with two additional luxury signings  CalvinAyre.comWin Systems has announced the incorporation of Radka Alekova and Nevena Aleksieva to its sales team, confirming the company's great growth expectations.
5 Essential Tips for Developing a Sales and Marketing Alignment Plan  Business 2 CommunityIf that sounds like a win to you, let's get down to business on how you can develop a sales and marketing alignment plan in your organization. 1 Ensure you ...
See What CRM Holds in Store for the Construction Industry  CIOReviewFREMONT, CA: The construction business is a competitive market. Conventionally, the industry has traditionally invested in software systems for estimating, job ...
SubioMed™ Announces Management Team Appointments  GlobeNewswireMINNEAPOLIS, May 20, 2019 (GLOBE NEWSWIRE) -- SubioMed, Inc. (“SubioMed” or the “Company”), a pioneer in the invention and development of ...
Our FOMO Causes Us To……  Business 2 CommunityWe live in a world of constant distraction, driven by our Fear Of Missing Out. We can't bear being separated from our devices, constantly diverting our attention to ...
Global Smartphone Power Management Ics Sales Market 2019 – Qualcomm, Dialog, TI, STMicroelectronics, Maxim, ON Semi, Fujitsu, MediaTek Inc., Others  Market News MagazineGlobal Smartphone Power Management Ics Sales Market Research Report 2019-2025 by Market Research trade presents conceptual study and strategic ...
Reputations Help Heifer Prices Average $1857 At Palmyra Sale  Bovine VeterinarianShort supply plus strong demand restored prices for Show-Me-Select Replacement Heifers selling Saturday, June 1. The 87 head of bred heifers averaged ...
Manager, Corporate Sales Engineering - CrowdStrike  Built In AustinCrowdStrike is hiring for a Manager, Corporate Sales Engineering in Austin. Find more details about the job and how to apply at Built In Austin.
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
Enterprise Sales Account Manager - LogicMonitor  Built In AustinLogicMonitor is hiring for a Enterprise Sales Account Manager in Austin. Find more details about the job and how to apply at Built In Austin.
3 Reasons You Should Outsource Your Digital Marketing  Business 2 CommunityRegardless of the size of your business deciding who will handle your digital marketing needs is a standard question. Digital Marketing encompasses the Social ...
GN Thermoforming Equipment Announces Changes In Top Management  ThomasNet NewsChester, Nova Scotia, June 4, 2019 – GN Thermoforming Equipment, a leading manufacturer of servo-driven, roll-fed thermoforming machines for the production ...
Replacing the Sales Funnel With the Sales Flywheel  Business 2 CommunityRecently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming ...
Elektron's electrifying growth  Investors ChronicleThe technology group is firing on all four cylinders and has also made an earnings accretive acquisition.
5 Sales Lessons from a Great Restaurant Waiter  Business 2 CommunityI went out to dinner recently for a special occasion with friends; it was a fairly new restaurant and I was excited to check it out. The food was delicious, the ...
West Pak hires Joe Nava in sales, business development  The PackerWest Pak Avocado Inc. has hired Joe Nava as vice president of sales and business development.
Sales Team Structure: Why 91% Of Top Selling Organizations Work Together to Close  Business 2 CommunityThese stats show the level of improvement needed with regards to working across functions in your sales team structure. Improving the level of communication ...
UPM Raflatac names Al Bever as Area Sales Director, Midwest, North America  GlobeNewswire(UPM Raflatac, Mills River, NC, USA, May 29, 2019 at 17:00 EET) - UPM Raflatac is proud to announce that Al Bever has been promoted to the role of Area ...
Thordon appoints Neil Cooper as VP Sales  Marine LogBurlington, Ontario, headquartered Thordon Bearings has appointed Neil Cooper as Vice-President, Sales, with the mandate to build on the company's leading ...
ZINFI Partner Portal Helps DataNet Internacional Launch Multiple Email Campaigns to Generate Awareness of Genesys Solutions in Costa Rica  GlobeNewswireGenesys Reseller Quickly Incorporates Partner Portal into Its Marketing Workflow. SAN FRANCISCO, June 04, 2019 (GLOBE NEWSWIRE) -- ZINFI Technologies ...
Aesthetic Management Partners Adds Scarlet SRF to Its Growing Portfolio of Innovative Clinical Technologies  Business WireTUSTIN, Calif.--(BUSINESS WIRE)--Aesthetic Management Partners, a business accelerator that delivers growth and innovation strategies in the aesthetic ...
Opioid maker sold safety, dealt death and addiction, Tennessee lawsuit says  Knoxville News SentinelAs Tennessee's opioid-addiction rate skyrocketed, Endo Pharmaceuticals executives cheered their rising sales figures.
College Sports Marketing Veteran Launches Taymar Sales U  PR WebCharlotte, NC (PRWEB) June 10, 2019 -- Mark Dyer, who has decades of experience building and managing successful ventures in college sports marketing, is.
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
The Best Sales Reps Are Not The Best Managers  ForbesPromoting the wrong salesperson into management is costly, and externally hiring the wrong sales manager can cripple your sales team.
Global Enterprise Marketing Management Software Market 2019 – Production, Sales, Supply, Demand, Analysis & Forecast to 2024  Market Research GazetteThis report presents a comprehensive overview, market shares and growth opportunities of Enterprise Marketing Management Software market by product type, ...
Driving Better Sales Performance Through Sales Management  Business 2 CommunityEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
What Key Performance Metrics Should Sales Managers be Held Accountable to?  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
PBI-Gordon hires Tim Demerath to head sales  Golf Course Industry MagazineThe employee-owners of PBI-Gordon announced that Tim Demerath has joined the company as vice president of sales for the company's Pest Management ...
Build a Sales Management Process That Works in 4 Steps  Business 2 CommunityMaybe you're a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing ...
Alpine Global Management LLC Takes Position in Nio Inc – (NYSE:NIO)  Rockland RegisterAlpine Global Management LLC purchased a new position in shares of Nio Inc – (NYSE:NIO) in the 1st quarter, according to the company in its most recent 13F ...
Target and Its Peers Continue to Boost Sales  Market RealistTarget (TGT) posted better-than-expected sales for the first quarter of fiscal 2019. Improved sales across core merchandise categories and higher comps in both ...
Is it time for the Enterprise to change its CRM system? Here are the indicators!  CIOReviewFREMONT, CA: Nothing is more fascinating than a highly functioning Customer Relationship Management (CRM) system. Relationship management is an ...
Disrupt Sales Management Through Adaptive Coaching  ATDSales managers who can't find time to work one-on-one with their reps can transform their process with adaptive sales coaching.
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 ...
Kodak Launches a Blockchain-Enabled Document Management System  CoinDeskKodak's pivot to blockchain is coming into focus. The legacy camera brand announced a new blockchain-based document management system, at a two-day ...

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... 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 Sell Strategically

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

Commodity Sales Prospecting - How to Stand Out From Your Competitors

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

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

Speed-up Your Sales Cycle

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

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

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

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

How Exhibitors Can Move More Attendees Closer to Buying

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

Sacking Clients: Brand Power Wheel

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

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

7 Tips for Testing Your Sales and Marketing

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

The Differences Between A Commercial Collections Agency & Lawyer

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

The Nine Warning Signs that You Need a Sales Video

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

Why Performance-Based Recruiting Produces Top Sales Performers

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

How to Increase The Sales Of Promotional Products

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

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... 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

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Never Trust a Silent Customer

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