Category Archives: Sales Management Articles

Keep your churn rates high and your employee satisfaction rates low. Why put in the effort to keep your top reps happy when you could alienate and push them to work for the competition? Why work to maintain a healthy sales force when you could sabotage them at every turn? If you’ve run out of

In the hypercompetitive industry of sales, a motivated sales force can mean the difference between hitting targets and missing them by a mile. In fact, a recent Gallup study found that an unmotivated workforce costs companies 300 billion dollars in lost productivity each year. Even the best sellers, with self-motivation and resiliency built into their

When I became the leader of a sales team for the first time in the mid 90’s, I did not have the luxury of selling for many years and being mentored by someone who could teach me the ropes. Instead, I was a company founder who filled a need that we had at the time

Sales teams that possess energy and confidence are successful. And, good sales leaders know how to keep morale high whether business is at a peak or in a slump. However, the majority of workers are not satisfied with their current jobs. Research shows that 70 percent of workers are actively disengaged at their jobs. And, since

Sales managers are the conductors of a company’s revenue engine. They create and nurture high performance sales teams, and lead them to generate hit revenue forecasts and meet customer needs. To understand the responsibilities of a sales manager, it’s important to understand their position in the organization and the intangible roles and characteristics they embody.