Category Archives: Sales Management Articles

The economic impact of COVID-19 is undeniable. Around the world, stock markets lost approximately one-third of their values between February 20 and the end of March, with more than 20 million Americans and 1.5 million Canadians being laid off.  In the face of shifting consumer behavior, businesses in North America and across the world have

Let’s face it, if your business is not in video communications, medical devices, insurance, or cyber security, sales are likely to be lousy during the COVID-19 pandemic. That means the majority of sales leaders are left to answer and solve two difficult questions: 1. How to restock an empty pipeline? and 2: How to ensure

Correctly sizing and structuring a sales team is a high-stakes challenge. It can significantly contribute to a company’s growth—or irreversibly hinder it.  An undersized sales force with overstretched reps, whether across the entire company or in a specific territory, can cause a business to grow less effectively than its competitors and fail to serve customers

What is a Sales PIP? A Sales PIP —(otherwise known as) a Sales Performance Improvement Plan—outlines the steps an employee can take to obtain high levels of performance.  Sales PIPs use very clear metrics to define success within a predetermined time frame. PIPs are not intended to fix behavioral issues like inappropriate actions or attitude.

Many sales people – and some sales leaders – will admit they struggle to get access to senior decision makers within ‘Must Win Accounts’. The Mindset and Skills to reach out effectively to these executives are often assumed to be in place, and sales reps often won’t bring it up as they don’t want their