One of the most powerful ways to learn is through real stories. The sales management book entitled, “The Sales Leader’s Problem Solver,” by Suzanne M. Paling (https://www.salesmanagementservices.com/the-sales-leaders-problem-solver/) , captures a great deal of what sales managers need to know and do through real life stories. Sales managers need to beContinue Reading
If you want to read a great success story about a high-profile sales and marketing transformation effort, check out this article about Sungard in the publication Selling Power. There are two key elements of this story I find consistent with other successful sales transformation efforts. The first is that thereContinue Reading
A lot of sales kick off planning for next year will focus on ways to develop the sales team and motivate them to improve results for the upcoming year. Unfortunately, much of this effort will be wasted as the likelihood of desired behaviors gets diminished once the sales team returnsContinue Reading
Two recent announcements show growing interest in developing and coaching sales people, as well as the need for sales managers to reallocate their time to not only complete their own tasks but also help their sales people improve their performance. Included in Sales Dot Two Inc.’s announcement of the agenda forContinue Reading
One of the top weekly activities for sales managers includes the field ride-along for coaching and developing sales people. Having sales managers use a balanced assessment for this activity provides an opportunity for sales people to learn within context and build confidence and become more motivated. For more about aContinue Reading
I read an interesting CareerBuilder.com report linking stalled revenue growth to the lack of formal sales training. While 35% of the companies surveyed for the report say they missed their revenue goals, 55% of sales leaders said they spent $10,000 or less annually on sales training. The conclusion of theContinue Reading
