Management by Osmosis

Sales managers are an interesting breed, effective sales managers are a rare breed. Managing a sales team is entirely different than managing other groups; their role requires them to have not only above average management skills, but also above average ability to manage the overall sales process. However, in many organizations, the weak link in the sales chain is the front line management.

Yet when most organizations look to fill openings in sales management, they generally look within, that is promoting someone that is already selling for the organization in question. Further it is usually someone from the region where the opening exists. And who do they go to, usually to one of their top performers (assuming that the individual is willing to take the position, and most are).

The logic seems to be: Jane has done consistently well, achieved quota for the last four or five years; she is personable, gets along with the clients and everyone else in the office, it's a great fit. Completely forgetting (or ignoring) the key and desirable attributes of a Sales Manager, you know the ones they drew up with HR and an outside facilitator at an "off-site" last year, the one that would bring about a change in the way they will hire managers moving forward.

Remember attributes and dimensions like: Leadership Communication Influence Relational Creativity Interpersonal Skill Strategic Thinking Forecasting Recruiting Prowess Conflict Resolution Proactive Planning Goal Setting Coaching (Their whole team, A, B and C players) Ability to conduct meaningful meetings "All good things, but I need to hit my numbers, and I can't waste time, Jane is good, and I can work with her" Says the sales Director. (Cause he just doesn't have anything else to do.).

Many feel that bringing someone from the outside "may disrupt the culture" and the pay off may be too long. Jane has the product knowledge, familiarity with the staff and other departments, and of course, the "corporate culture". So for a number of intuitive reasons they short list internal candidates, and usually go with one "they all like". For entirely the wrong reason, external candidates are often overlooked.

And that's how we end up with Management by Osmosis.

It manifests itself in two ways, first in the way managers are transitioned from the being sales reps to managers. Second, is in the desired effect on their staff.

Once Jane steps in to her new role, and is brought up to speed by the Director or VP of sales, she is whisked off to the company's Management Training Program, where she meets her peers from other departments, various HR personnel, VP of marketing, during her three days of exhaustive training about: Proper Interviewing Skills/Equal Opportunity ? 2 hours Harassment Policies ? half day Performance Management ? 2 hours Process and Benefits of 360's ? 2 hours SMART ? 2 hours Motivation ? 2 hours Multicultural Sensitivity ? 1 hour Mission Statement Analysis ? 1 hour Protocols and Process (of all sorts) ? half day Some team building exercises to close, a certificate, and a cocktail. All good things, but not much specifically aimed at sales management; little focus on the list of attributes and dimensions. In some cases there are some programs aimed at developing these skills, usually left to the discretion of the senior executives in sales. In most cases, it was felt that Jane would learn the skills from the same senior executives: hence, by osmosis. During field visits, where between pipeline and account reviews, development would of course occur. Why, just think of all the development that takes place on the way to and after client calls. You know, when they take the visiting sales Director to their best client; or the client that is almost closed, but where the Director can make a difference, (read grant a greater discount or other concessions).

It is true that some of this osmosis does happen to a degree, the problem is it lacks structure and a means of measurement. Success is ultimately measured only by the numbers delivered, not much focus on methodology and sustainability. We have all seen cases where a region makes its numbers, but mostly in spite of the skills of the manager as a leader, coach, etc. And while everyone above and below Jane acknowledges the issues, you can't argue with the numbers. Only after some A people leave, and C people fail to advance, and the numbers fall apart do questions start. Then the realization that Jane needs to develop some specific sales management skills, and finally someone asks, "What happened to those dimensions and attributes we drew up, didn't she get the training?"

The other side of Management by Osmosis takes place in the development efforts of Jane for her newly acquired staff. I recently trained a newly appointed sales manager, he told me his Director told him: "if I could sprinkle a little bit of you into everyone in the region, that would be great." The Director told me his plan was simple, to be successful, all that had to happen was for him to do what he always did, the other reps would watch, learn and end up like him. By spending time with them in the field, they would adopt his habits and skills, and would all achieve the same results, by osmosis!

He was not given any training on how to properly develop members of the team; how to set up metrics or score cards (other than the resulting revenue); how to motivate and coach his A reps versus C members; how to set goals and plan meetings; what to look for in new recruits (look for people who are like you, he was told); how to effectively communicate with members of the team and other departments, you get the picture. Not to mention the fact that he was selected over another rep in the office, and had little help in how to deal with the bruised ego the decision created.

While we are very much in favor of promoting internal candidates, rewarding success, and creating loyalty and incentive, it is important that it is done right. Training is crucial, while most organizations are ready to spend time and money for ongoing training for front line reps, there seems to be reluctance on spending money for managers. When we present our Manager and Coaching programs, organizations seem to point to internal programs (as outlined above), and other reasons for not moving forward.

We often point out that the ROI on training managers is greater than on dollars spent on C players, and have a longer and more sustainable impact on sales success and growth. But in most instances they seem more willing to just train the reps, all of them A, B and C reps (more on this concept in future issues). At times even saying that they feel their managers are challenged in a number of areas, but they first want to work on improving their reps, then deal with the managers once the numbers are better. Unfortunately, the reality is that unless you address all parts of the issue, you will likely not get the long term results and benefits your sales organization could consistently deliver.

For more information about our Manager training and Coaching programs, please contact us at [email protected]

Tibor Shanto, is a Principal with Renbor Sales Solutions Inc., with over 20 years of sales experience, from telemarketing to leading a global sales team focused on providing top end solutions. He worked with and helped to improve performance for sales professionals in a wide variety of fields, from financial services to on-line B2B specialists.

Renbor Sales Solutions provides a total approach to managing sales and prospecting activity; building profitable relationships. Helping organizations sell better by effecting measurable improvements in the most critical aspects of the sales process. Programs focus on: Real Prospects ? Real Sales ? Real Measurable Results. For more information on helping your team sell better, write to: [email protected], visit http://www.sellbetter.ca or call 416 671-3555.

In The News:

Hospitality companies, hotels make 11 sales, marketing appointments  Hotel ManagementThe Leading Hotels of the World, Teneo Hospitality Group and properties across the United States have made new appointments in sales and marketing.
Wyndham Grand Rio Mar Puerto Rico Golf & Beach Resort Appoints Senior Sales Manager Rosa Luke  Hotel-Online.comRIO GRANDE, Puerto Rico (July 19, 2019) – Wyndham Grand Rio Mar Puerto Rico Golf & Beach Resort, recognized as one of TIME Magazine's 2018 World's ...
Strategic Sales Managers  SlatorSince 1991, Language Services Associates (LSA) has been providing Interpretation, Translation and Video Remote Interpreting to our corporate clients in every ...
Measure, Manage, Reward: The Pandora's Box of Law Firm Sales Management  JD SupraAfter years of investing in marketing, sales training and internal sales support, sales management is the next organizational function for law firms to develop.
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training  Harvard Business School Working KnowledgeWhen sales forces are well managed, firms can induce greater performance from them. For this study, the authors collaborated with a major multinational firm to ...
Sales Manager, Account Management - Built In  Built In ChicagoBuilt In is hiring for a Sales Manager, Account Management in Chicago. Find more details about the job and how to apply at Built In Chicago.
Fort Point Beer Company - Regional Sales Manager - Southern California - Brewbound.com Craft Beer Job Listing  Brewbound.comThe Role. The Regional Sales Manager (RSM) oversees a team of Sales Representatives while also personally maintaining an account load of 20 – 40 key ...
New sales appointment at Ballyclare  Agg-NetWorkwear and PPE manufacturer appoints Jeff Burns as regional sales manager for Scotland and Ireland. BALLYCLARE, designers, manufacturers and ...
Latest Innovative Report on Social Media Analytics Market Growth with Application (Sales and Marketing Management, Customer Experience Management, Competitive Intelligence), Deployment Type, Organization Size, and Region – Forecast to 2025  Market ExpertSocial media analytics is widely considered to be a significant business and marketing tool in the present day business scenario. In order to gain actionable ...
Why You Should Manage Your Accounts and Sales Efforts Like a Business  Printing ImpressionsRunning your accounts and sales efforts like a business will improve a printer's chances of reaching its goals and managing its clients, sales, and time more ...
Promotion and Marketing Manager job with Hearst Television | 401135  mediabistro.comCome be the difference at 98 Rock, located a short distance from the majestic Inner Harbor of Baltimore. Baltimore is a city rich in history…from the birthplace of ...
Weekend Unlimited Develops Sales Management System  Yahoo FinanceExtensive Consultation with Retailers and Sales Team Leads to Custom Solution that will Expedite Product Ordering, Delivery and Tracking. VANCOUVER, BC ...
Growing Demand of Sales Performance Management Solutions Market Size in Upcoming years  Industry Stats NewsSales Performance Management Solutions Market research now available at Brand Essence Research encompasses an exhaustive Study of this business ...
Outsourced Sales Management Pioneer and Sales Leadership Author Mark Thacker Releases New Book Hope Realized  PRNewswireINDIANAPOLIS, June 27, 2019 /PRNewswire/ -- Mark Thacker, President and Co-Founder of Sales Xceleration, the pioneer in outsourced sales management for ...
Sales Performance Management Software Market Share, Growth, Statistics, by Appli  News By ReportsGOThe ' Sales Performance Management Software market' research report now available at MarketStudyReport.com delivers a thorough analysis of the industry ...
Recreational cannabis company Weekend Unlimited unveils new sales management system  Proactive Investors USA & CanadaWeekend Unlimited Inc. (CNSX:POT) - The company is implementing a sales order and inventory management system with the goal of making ...
Mark Whittaker appointed as sales manager for LBE and FECs at Simworx  Attractions ManagementSimworx, a UK-based dynamic media-based attractions manufacturer, has appointed Mark Whittaker to the role of sales manager for Family Entertainment ...
Development UW, BSI at The Travelers Companies, Inc.  Insurance JournalSolid reputation, passionate people and endless opportunities. That's Travelers. Our superior financial strength and consistent record of strong operating returns ...
Digital Diabetes Management Market 2019 Sales Revenue, Emerging Technologies, Size, Top Key Players, Growth, Segments and Global Trends by Forecast to 2022 |  MedgadgetMarket Highlights The Global Digital Diabetes Management Market is accounted for USD 4464.8 million in 2017 and expected to register ~ 23.7 % CAGR ...
Massimo Zanetti Beverage USA - Regional Sales Manager - West - BevNET.com Beverage Industry Job Listing  BevNET.comCome join our sales team and work in the exciting world of coffee! Massimo Zanetti Beverage USA (MZB-USA) is the largest fully integrated coffee company in ...
Justin Clauer Joins Derby Building Products as District Sales Manager  GlobeNewswireQuebec City, Quebec, July 09, 2019 (GLOBE NEWSWIRE) -- Derby Building Products Inc., manufacturer of TandoStone®, TandoShake®, and Beach House ...
Regional Sales Manager, Nonprofit Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Regional Sales Manager, Nonprofit Software Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
PITTSBURGH BUSINESS TIMES: BNY Mellon eliminating 'unnecessary management layers' across staff, sales, operations  WPXI PittsburghPITTSBURGH - means job cuts remain part of the strategy to offset technology and product investments. “This includes eliminating unnecessary management ...
Oracle appoints David Bunei as Managing Director for Kenya  Standard DigitalOracle has appointed him as Managing Director for Kenya [Photo, Courtesy] NAIROBI, KENYA: Oracle has announced the appointment of David Bunei as ...
10 appointments in sales, marketing  Hotel ManagementPhoenix American Hospitality, Performance Hospitality Management, 21c Museum Hotels and five hotels have made sales and marketing appointments.
Fin Tech Sales Manager - Blackbaud  Built In AustinBlackbaud is hiring for a Fin Tech Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
New Hands on Deck  Trade Only TodayNew executives at Defender, Bluewater Yacht Sales and Premier Marine.
Judson Reis to step down as Gorton's CEO at end of 2019  Undercurrent NewsJudson Reis will step down as president and CEO of US-branded processor Gorton's at the end of 2019, the company announced on Thursday. Reis, who has ...
Verico Technology appoints contract manufacturing sales manager  Labels and LabelingVerico Technology has appointed Michael Lyons as contract manufacturing sales manager, effective May 13, 2019. Lyons will spearhead custom contract ...
International Sales Manager/ Trader - native level German speaking with fluency  IamExpat in the NetherlandsYou are responsible for an existing portfolio of customers and suppliers. You are responsible for identifying new business opportunities. You are also ...
Former GVQ sales head joins boutique CG Asset Management  Investment WeekBoutique manager CG Asset Management (CGAM) has appointed ex-GVQ Investment Management sales head Theresa Russell as head of sales and ...
Trade Account Manager - Children's and Education Division - Oxford  The BooksellerSalary dependent on skills and experience. OUP offers a full range of benefits. Full-time, Permanent Location: Oxford Ref: 1220. The Oxford Education division ...
The 10 Cs of Sales Training  Business 2 CommunitySales training strategy is a vital component of managing a sales team. Here are 10 things to think about as you look at the way your salespeople learn and ...
A Fully Immersive Sales Development Training Experience  Business 2 CommunityWhat does it mean to truly immerse yourself in something? Some of the most famous, world-renowned actors and actresses in the history of Hollywood – for ...
Papillon hires Tom Hickley as National Sales Manager  Hoard's DairymanPapillon Agricultural Company of Easton, Maryland has announced Tom Hickley as their new National Sales Manager, according to President David Briggs.
Embracing CRM As Your Small Business Technology Hub  Business 2 CommunityThe conversation around CRM (customer relationship management) is always shifting. Over the past several years, we've seen cycles of increased focus on ...
Manufacturing Assets Management System Market Size 2025 – Global Industry Sales, Revenue, Price trends and more  Rise MediaMarket Study Report, LLC, has added the latest research on ' Manufacturing Assets Management System market', which offers a concise outline of the market ...
Oracle appoints Bunei as managing director for Kenya  TelecompaperOracle has announced the appointment of David Bunei as managing director of its Kenya operations. Bunei will be responsible for helping Kenyan public and ...
Post-MEG4 mooring for VIQs - What you need to know  Riviera Maritime MediaWith safety a paramount concern, Samson Rope Technologies' Isaac Rosenberg explains how MEG4 differs to its predecessor and the actions required to ...
Global Sales Performance Management (SPM) Market Driving Factors 2019-2024 || SAP, Salesforce.Com, IBM, Oracle, Callidus Software  Industry News Updates 24The global “Sales Performance Management (SPM) Market“ report delivers a comprehensive and systematic framework of the Sales Performance Management ...
Derby Building Products hires Clauer as district sales manager  LBM JournalDerby Building Products Inc., has hired Justin Clauer as district sales manager to support brand growth in the North Central region.
Dairy Herd Management Market Size 2025 - Global Industry Sales, Revenue, Price t  News by Intelligence JournalMarket Study Report, LLC, has added the latest research on ' Dairy Herd Management market', which offers a concise outline of the market valuation, industry ...
Who Sets the (Low) Bar in Your Sales Department?  Business 2 CommunityIn sales, we often talk about setting the bar high. But there's another bar for sales managers to consider. It's not the high bar that sets the desired standard, it's the ...
Director of Development and Marketing THRIVE GLOBAL PROJECT  Charlotte AgendaOverview: This is a full-time position that requires someone who is skilled at multi-tasking, self-starter attitude, has a background in grant research and writing, ...
Power Management Integrated Circuit (PMIC) Market Size, Sales...  Innovative ReportsThe Power Management Integrated Circuit (PMIC) Market research report provides an overview of the current market Trend, incremental revenue, and future ...
Sales Management  The Industry JournalGlobal Data Warehouse Management Software Market Major Companies, Regional Production, and Industry Environment · Global Data Warehouse ...
Veritas expands leadership team with appointment of new executive VP Appliances and SDS  Data EconomyVeritas Technologies has announced the appointment of Phil Brace as its new executive vice president.
Salesman Productivity: How to Measure It  Business 2 CommunityMeasuring salesman productivity has always been an important activity for sales managers. Now that businesses are more data-driven, it is even more crucial ...
Three Key Steps to Stop the Leaks and Improve Your Financial Results  Printing ImpressionsTo improve your overall financial results, it's important to look at the cost of being unproductive, the work being done outside your facility, and the pricing you ...
3 Tips to Empower your Sales Team, Inspired by Top Sales Organizations  ForbesForward-thinking B2C organizations are defying the status quo and building sales organizations that put customers at the forefront and equip salespeople with ...
Chewy Gains as Rosy Sales View Takes Aim at Valuation Fears  Yahoo Finance(Bloomberg) -- Chewy Inc.'s better-than-expected forecast drew positive commentary on Wall Street but wasn't enough to shake concerns about valuation.
CRM's 3 Data Dilemmas, and How to Solve Them  Destination CRMDespite all the advances in CRM, most mainstream platforms lack the ability to do even more with field sales data.
Avelacom appoints Managing Director, Global Sales  HedgeWeekAvelacom, a connectivity and IT infrastructure solutions provider for the financial services industry, has promoted Vincent Harrison to Managing Director, Global ...
Sales Manager - Exeter Bike Workshop  CyclingIndustry.NewsSales Manager - Exeter Bike Workshop Hours: Full time - 40 hours per week. Contract: Permanent Location: Exeter Bike Workshop Salary: £21,840.00 per ...
Statistical Analysis of Estate Management Maintenance Software Market capacity, Production, Sales and Revenue  Outlook BizAccording to Latest Research, Estate Management Maintenance Software Market has witnessed Revolutionary Growth in Global Market and is projected to ...
Plant-Based Food Sales Rise 11%  Dairy Herd ManagementThe plant-based foods business is booming. Sales of plant-based foods are up 11% year-over-year, reaching a total of $4.5 billion last year, and retailers no ...
Enterprise Marketing Management Software 2019 Global Market Size, Market Share, Status and Forecast to 2024  Market ReportsWiseGuyRerports.com Presents “Global Enterprise Marketing Management Software Market 2019 by Company, Regions, Type and Application, Forecast to ...
Smart Temperature Management Market by Key Players, Sales, Demand, Market Dynamic Forces & Forecast 2024  The Connection“Smart Temperature Management market report 2019 to 2024” is the definitive study of the global Smart Temperature Management market. The report *content* ...
Safe Foods President Bruce Smith Announces His Retirement  Arkansas Business OnlineSafe Foods Corp. President Bruce Smith has announced his retirement after 18 years of serving on the company's executive team. Smith joined Safe Foods, ...
LSI Industries Names New National Sales Manager for Retail National Accounts  AviationPros.comLSI Industries Inc., a leading U.S.-based manufacturer of outdoor and indoor lighting and graphics for commercial, industrial, and multi-site retail applications ...
Microsoft Inspire: A picture into the future of Microsoft  ComputerworldMicrosoft's huge partner show starts next week and promises to provide a unique view into Microsoft's near-term future and priorities. The event also showcases ...
Helen Nelson has been appointed Director of Sales and Marketing at Central Station, a Curio by Hilton in Memphis  Hospitality NetThe Central Station, a Curio Collection by Hilton™ hotel, announced today the appointment of Helen Nelson as Director of Sales and Marketing. The 123-room ...
How Does Your CRM Manage Different Opportunity Types?  Business 2 CommunityWhy do so many CRM implementations behave as if every sales opportunity was created equal? If your organization is involved in B2B or transactional B2C ...
Joyce Hunter, Former Deputy CIO for the US Department of Agriculture, Joins NATIVE Advisory Board  GlobeNewswireATLANTA, July 15, 2019 (GLOBE NEWSWIRE) -- Farm harvest management technology company NATIVE today announced that Joyce Hunter, former Deputy ...
Catalog Management Systems Market Emerging Trends, Global Demand and Sales 2019 to 2025  Market Research JournalistMarket insights Reports forecasts the global catalog management systems market to grow from USD 808.0 million in 2017 to USD 1,190.0 million by 2023, at a ...
Cooper’s Hawk to be sold to Ares Management  Restaurant Business OnlineSources have confirmed a Mergermarket report of the deal to the private equity firm.
Microsoft cloud software fuels Q4 sales, profit beat  BNNBloomberg.caMicrosoft Corp.'s (MSFT.O) quarterly sales and profit topped estimates on the strength of the company's cloud-computing business, which racked up clients for ...
United Cannabis Names Former Ford Motor Company Exec as Chief Marketing Officer  GlobeNewswireClifton Lambreth, One Of The Architects Of Ford's 2006 Turnaround, Will Focus On Commercializing The United Cannabis Brands.
SLIM Renews Partnership with Sadaharitha Plantations LTD  Daily MirrorThe National Body of Marketing in Sri Lanka, SLIM, renewed their partnership with Sadaharitha Plantations LTD to prepare a second batch of students to gain ...
InvestmentNews publisher walks amid massive staff turnover at UK-based Bonhill Financial Services one year after it buys Crain franchise  RIABizBonhill had 80% turnover in UK division last year; reportedly filling jobs with younger, lower-paid staffers in shift to digital, event focus.
How B2B Sales Personalization Can Boost Your Results  Business 2 CommunityIf you aren't personalizing your sales approach, you could be leaving money, appointments and new customers on the table. While many argue that inside sales ...
Nexstar's Rosenfeld lands big VP promotion  The Business JournalNexstar Media Group, Inc. has announced that Fresno-based Matthew Rosenfeld has been promoted to senior vice president and regional manager for the ...
ZINFI Releases New Complimentary Guidebook on Deal Registration Best Practices  GlobeNewswireLatest Guidebook in the ZINFI series focuses on the key components of an effective deal registration program, and provides practical advice for selecting and ...
Former customs and border officer pleads guilty to illegal gun-sales scheme  NBC NewsWei Xu, 56, a former Customs and Border Protection officer, pleaded guilty to running an illegal gun-selling business, which included using his status to get ...
Amazon’s best Prime Day deal was probably an accident  The Washington PostA picture may be worth a thousand words, but spotting an apparent error on Amazon Prime Day can be worth thousands of dollars. Photography enthusiasts ...
Transportation Management System Market: Sales, Consumption, Demand and Forecast 2019-2027): Manhattan Associates, Oracle Corporation, C.H. Robinson Worldwide, Inc., etc.  A Technology MarketThe Global Transportation Management System Market has seen various technological advancements in the past couple of years and is foreseen to turn out to ...
Korem Geospatial Announces Appointment of New President  DirectionsMag.comQuebec City, 16 July 2019 – Korem Geospatial president and founder Sébastien Vachon is pleased to announce the appointment of his colleague ...
Pipeline Management and Forecasting Are Key to Improving the Sales Experience  Computer Business ReviewAccording to SiriusDecisions, 79% of companies miss their forecast by 10% or more. Pipeline management is often mismanaged and sales forecasting often ...
Life in Balance: Stryker exec Matt Moreau is present and engaged  Denver Business JournalMatt Moreau learned early on growing up in a small Minnesota town what he didn't want to do when he grew up. By day, his dad worked in purchasing ...
Why New Sales Managers Need More Training  Harvard Business ReviewMost sales leaders would agree with what one sales vice-president once told us: “If your first-line management is broken, the entire sales force will be ineffective.
CannTrust buyer in 'everybody's interest': Money manager - Article - BNN  BNNBloomberg.caIt would be in “everybody's interest” for a white knight to take over embattled cannabis producer CannTrust Holdings Inc. (TRST.TO 5.73%) and attempt to bring ...
Sales and Marketing Alignment: How To Successfully Connect the Two  G2Are your sales and marketing teams fully aligned? If not, learn how to connect the two so they see eye-to-eye and work together to grow your business.
Can Digital Sales Continue to Drive Chipotle's Revenue in Q2?  Market RealistChipotle Mexican Grill (CMG) plans to report its second-quarter earnings after the market closes on July 23. For the quarter, analysts expect both Chipotle's ...
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.
Private Surveillance Is a Lethal Weapon Anybody Can Buy  The New York TimesThe plan was simple: Give the government of Uzbekistan the ability to monitor everyone's communications. I first heard the story about five years ago from an ...
'I AM NOT PUTTING UP WITH THIS SH*T' Mike Lynch raged at salesmen  The RegisterAutonomy Trial London's High Court has seen emails from ex-Autonomy CEO Mike Lynch in which he berated company salespeople for "a massive f***-up" after ...
Financial Analysis: Hyundai Motor (OTCMKTS:HYMLF) versus NIO (OTCMKTS:NIO)  Slater SentinelHyundai Motor (OTCMKTS:HYMLF) and NIO (NYSE:NIO) are both auto/tires/trucks companies, but which is the better stock? We will compare the two companies ...
Key Account Manager  PharmaTimesA Key Account Manager job brought to you on the PharmaTimes website. PharmaTimes Magazine and Digital offer a blend of news, interviews, features, case ...
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 ...
AI Is Driving Sales Management's Interest Across the Board  Destination CRMNot surprisingly, artificial intelligence is infusing every part of the sales process.
Calibration Management Software Market 2019| Basic Information, Manufacturing Base, Sales Area, Challenges, Market Size, and Forecast to 2025  The Inherent News“Calibration Management Software Market” report 2019 will help the Major stakeholders and Business Decision makers to determine how the Calibration ...
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.
Ghosting, Texting and Conflict Management: The New Sales Management Challenge  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
This Week’s Wedding Announcements  The New York TimesAll of the weddings right here on one handy page for you.
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 ...
Data Warehouse Management Software Market Global and Regional Analysis by Leading Players, Key Regions, Product Segments, and Applications 2024  The ConnectionA comprehensive analysis of the Data Warehouse Management Software Market including market sizing, market share by competitor, market share by ...
Leading French Insurance Provider AG2R LA MONDIALE Chooses Vlocity to Digitally Transform Sales and Customer Operations  StockhouseSAN FRANCISCO and PARIS, July 18, 2019 (GLOBE NEWSWIRE) -- Vlocity Inc., a leading provider of industry-specific cloud software, announced today that ...
ASIC proposes ban on direct telephone life sales  Money ManagementThe Australian Securities and Investments Commission has started a consultation process ahead of a proposal to ban unsolicited telephone sales of direct life ...
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 ...
Eve Sleep warns on sales after cutting losses by half  The TimesEve Sleep cut its losses by 50 per cent in the first half of the year but warned investors that the company expects to miss its annual sales targets.

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More

Hiring--A Vital Key In Sales Management Success

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

A Coachs Handbook For Sales Managers

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

Free to Succeed: Effective Sales Leadership Using A Coach Approach

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

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

The Nine Warning Signs that You Need a Sales Video

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

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

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

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

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

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

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

Investing in Your Sales Team

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

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

Keeping Your Sales Team Motivated

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

How Many Salespeople Should I Hire?

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

Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

Are Your Sales Meetings Boring?

Many sales meetings are boring and a waste of salespeople's... Read More

Change in Sales Organizations Starts with Me

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

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

Increase Retail Sales With Meetups

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