Category Archives: Sales Management Articles

Government departments and entities represent one of the most significant sales opportunities. In fiscal 2021, the US federal government spent about $637 billion on contracts. It’s not all going to defense either – $250 billion in contract spending came from civilian agencies. When you add in state and local government procurement spending, it’s no surprise

Keeping morale up and revenue flowing is harder during challenging times. As the world works toward finding its footing again, here are ways to help keep your sales team focused, productive and happy: 1. Stick to the Basics Whether you’re in an industry that has blown up or one that’s been blown away in the

Managers and leaders play a critical role in setting the tone for the ethical climate in sales. Colleen Francis, good friend and author of Honesty Sells, states “Those who are in the top 10% of the sales profession have mastered the art of open, honest communication with their clients.” Is your team in that 10%? 

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