Category Archives: Sales Management Articles

The top producer on your team has been pushing for a promotion and you need a new sales manager. If you promote your top person and put a team of five beneath him, will you have five more superstars? Just because someone can sell, does it mean they can manage? The process of promoting from

The sales community generally views thought leadership as a fancy name for marketing and something that is outside the purview of the sales function. Thought leadership is indeed a fancy name, but it’s not the name that makes it important. It’s the idea of going beyond business as usual and defining your organization as innovative

What does it take to become be a top performing sales person? The infographic below demonstrates the anatomy of a top performing salesperson and why employers struggle to find and recruit sales people who will consistently over achieve. relpost-thumb-wrapper Related posts 10 Ways to Motivate Your Sales Team to Crush Their Numbers-Infographic Mastering Sales Management:

Next month, we will be publishing a new guide entitled The First 90 Days – How to Get Your New Sales Hires Producing, Fast. Here is a teaser from the introduction. Most companies take months or even years to determine whether a new hire is successful, but often all the evidence to indicate whether a

This morning I had breakfast with friend and President and CEO of Stratford Managers, Jim Roche. They are a progressive group, helping companies achieve growth and profitability through a mix of consulting and acting executive engagements. They are a sales savvy bunch as well. In a recent blog post, When It’s Time To Rebuild Your