Motivation

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During the last sales management training session I facilitated, one of the mangers in the room stated that based on analysis of their pipeline data, “We win in 61 days, and we lose in 186 days.” This reinforces the importance of establishing qualifying criteria early on for both marketing andContinue Reading

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When sales managers are asked to name their top challenge, they consistently say it is holding sales people accountable and motivating them on an ongoing basis. What I find is that sales managers tend to focus on managing their sales people to results from month-to-month, or quarter-to-quarter. There is littleContinue Reading