Category Archives: Sales Directors

The Difference Between Those In Sales Management Positions That Can Add Value And Those That Can’t

This year has shown that in interesting times some approaches are more effective than others, some sales leaders really do shown a navigable path through to improved performance, whilst other less able managers add no value at all through their visible anxiety and single dimensional approach. We have captured the main difference in a table… Read More »

Transitioning From Sales Manager To Sales Director – Why Many Find It So Hard

In coaching sales managers a reoccurring development need that comes from their boss is ‘they need to be more strategic’. Below we list the six major issues we’ve found helpful in repositioning sales managers: Many sales managers achieved the position because of their energy and industry. As managers they still run their teams by being… Read More »

The Data Checklist For Creating A High Performing Sales Organisation

When in the diagnostic phase of improving sales performance for clients we need to gather certain data sets together. The sales management will often ask if we can provide a checklist to help organise the assembling of the critical data. We thought it might be interesting to publish our checklist below: An up to date… Read More »

Strategic Development… For Sales Leaders Who Want To Up The Pace

The purpose of the organisation defines many aspects of its performance. People become energised and motivated not simply by a set of financial targets but for reasons that connect with their own aspirations and needs. These reasons come from an understanding of the organisation’s purpose. Purpose equals vision. Vision is the motive force that drives… Read More »

10 New Sales Resolutions That Will Improve your Business Performance (For Sales Directors)

Make your sales managers fully accountable for their teams’ performance. Give them the resources and let them get on with it. Nail your sales strategy. Is it distinctive, compelling, clear, and embedded throughout the sales organisation? Become the custodian for your Customer Value Proposition. Fight with marketing if necessary. Look to constantly improve and develop.… Read More »