The past year was very challenging for many sales managers and we need to look ahead. Have you increased your sales targets? How will you ensure that your team delivers the goods?
A few years back, in a piece in the Harvard Business Review, it was stated that an 8% improvement in the productivity of your existing sales team will result in the same sales growth as if you were to add 27% more reps. I am sure the numbers may have changed in the three years since it was published, the underlying reality has not. In fact what has changed is the ability of organizations and managers to add headcount, in the post-Lehman Brothers-era, cost restraint is the overriding mantra. So with the added stress and demands on the average sales rep and team, the question becomes how to achieve this productivity without distracting the team or breaking the camel’s back.
Leading Change in the Pharmaceutical Industry Dan Smith is the VP of sales of a leading pharmaceutical company. He has been a sales leader in the Pharmaceutical Industry for the last… read more →
When I saw this title I was intrigued. As many of you know I frequently write about coaching being the No. 1 management activity that drives sales performance. Gwen Teatro… read more →
Developing STAR Sales Managers Many companies continue to invest 2-5% of their sales in sales training, yet only half of these organizations are investing in sales management training. These organizations… read more →
Do you want to increase your sales performance? Transforming your sales managers from good to great coaches can have a dramatic impact on sales. In fact, sales’ coaching is the… read more →
Companies who are looking to drive sales performance need not look further than their sales management team. Front line sales managers are the key to driving sales performance. Sales Managers… read more →
Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill… read more →
Time management is a challenge we all face. With emails, meetings and administrative work what is a sales manager to do? If sales results are what you desire then the… read more →
Three Key Steps to Hiring Top Performing Salespeople In a discussion with the head of sales of a mid-sized company, he wanted to know why some front-line sales managers are… read more →
