Category Archives: Sales Management Articles

 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

Recently I wrapped up a consulting assignment for the VP of one the country’s leading enterprise software companies. During that time, I was around the elite level sales people on his team and I got to thinking about the differences between sales forces that consistently perform at a high level and those that are consistently

Sales rep burnout is a possibility on any sales team and this is especially true if you are driving hard towards big sales goals. If your reps become exhausted, they will lose interest in their work, stop producing and/or leave your team, which will have an impact on the overall sales numbers. Over the years, I

Many sales managers, particularly new sales managers, have trouble striking the right balance between managing reps and letting them do their jobs. Too often there is micromanagement and not enough of the right kind of management. Poor Sales Management and Micromanagement  Early in my own career as a sales manager, I would spend a lot