Category Archives: Uncategorized

Egos, Eggs, Letters and Ticklers: 4 Sales Management Tricks That Increase Sales and Improve Morale

Managing salespeople and proposal writers has been described as being like herding cats. That seems a little unfair to cats, frankly. Cats can’t help themselves. Salespeople and proposal writers, on the other hand, choose not to hold management to quite … Continue reading

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Be a Successful Sales Manager, Not a Super Seller

How many sales teams suffer because their sales manager is not doing their job at the right “level”? Sales figures suffer, sales people suffer and the sales managers feel pressured and possibly even stressed. I want to look at some … Continue reading

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Why Sales Superstars May Not Become Sales Management Superstars – 10 Qualities of Top Sales Managers

The following job promotion ritual is repeated in numerous sales organizations every year: Step 1: A sales management position is vacant due to growth, attrition, or the dismissal of an existing sales manager; Step 2: The top sales representative in … Continue reading

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3 Reasons Why Sales Managers Don’t Coach

Reason 1. They’re Focused on Selling, Not Coaching Because many sales managers rose through the ranks to become the “uber” salesperson in their company, their instincts are always to go after the big deals. They have never been trained on … Continue reading

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Sales Management – Should You Promote a Top Sales Performer to Sales Management?

A question I hear frequently is, “Should I promote my top sales performer to a sales management role?” To answer this question, I suggest you consider the following three questions: Does the individual have the TALENTS required to succeed as … Continue reading

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