Category Archives: Sales Management Articles

From time to time all sales managers will have at least one rep who is under-performing and not demonstrating the right attitude. Considering the amount of time and money it takes to find and develop each rep, it serves to be patient with a slumping rep especially when they are demonstrating the right behaviors, but successful sales

Sales Managers are supposed to be kingmakers—their job is to inspire and guide sales superstars towards glory – and effective sales managers unlock the potential of their sales team, especially when rewards and retribution alone aren’t driving sales results. They boost their team’s confidence during sales slumps and rally them to work together in the pursuit

Pressure can be paralyzing for some and energizing for others. Just as top athletes experience butterflies before an important event, top sales people experience nerves before a big meeting or negotiation, but what separates the elite level talent from the rest is how they react. Stress is Linked to High Performance Author Dr John Eliot,

 Over the years I have been exposed to many sales management theories and strategies, some of them conventional and some of them less so. I have also seen many unconventional ideas evolve into mainstream practices as the times change, with varying degrees of success. Ultimately, challenging conventional wisdom is a smart move, if it results

Building strong, stable and reliable sales teams is critical to sales performance, certainly in the long term. Sales rep turnover affects sales production, team morale, customer loyalty and ultimately, the bottom line, so it is incumbent on executive leadership to reduce or avoid unwanted turnover in the sales force. Here are 5 ways to reduce