Is a lack of business acumen within the ranks affecting your sales? Sales leaders can’t ignore the issues any longer. If you want to empower your sales managers and reps to make strategic decisions you need to adapt and align you training and development programs.
The first strategy is to invest in your front line sales managers. Do you want to crush your sales numbers? Well for the next 5 days I am going to… read more →
Sales Management Tip #12: Sales are Down… What is the Boss Going to Say? Sales managers have no shortage of challenges. I always hated having to explain why sales are down.… read more →
Yes, you read it correctly, 85% – as Dave Stein highlighted in his recent post – Promoting Your Best Salesrep to Manager? Not So Fast…
I have said it often enough, but it worth repeating – the single most common mistake that organizations make is promoting their number one salesperson into the role of sales manager, thereby depriving themselves in a single stroke of their best producer and hamstringing their sales force with an ineffective manager.
The skills required for managing, mentoring and developing a sales team are totally different from those required for selling.