Category Archives: Sales Management

The Challenge In Finding Good Salespeople

This hardy perennial keeps being coming round, in good times and in bad. The question has gained added urgency because a lot of apparently ‘good’ salespeople have been found to be seriously lacking when business doesn’t come flowing in on a wave of business optimism. Order takers are exposed when the going gets tough. The… Read More »

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 »

Is Didactic Sales Development Relevant In The 21st Century?

Use Our 10-Point Checklist To Determine Your Sales Orientation In our fast-changing age of diversity, technology and talent management, can a sales organisation continue with traditional didactic sales development “this is how you do it” style of training and gain any competitive advantage? As sales people increasingly aspire to be seen as business professionals, does… Read More »

How To Hard Wire Improved Sales Performance Into Your Organisation

Every business would like to improve its sales performance.  That being the case, why do most sales organisations struggle to do anything more than just exhort their sales people to do better?  The fundamental problem lies with a lack of rigour and understanding around the relationship of cause and effect. What are the inputs that… Read More »

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

This year has shown that in tough 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… 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 »

Sales Management: The 7 Most Common (And Expensive) Mistakes Organisations Make When Creating The Role

Let’s get the hoary old chestnut out of the way first. Promoting the best salesperson in the team to be its manager. Sometimes works, more often doesn’t. Few companies actually think about the (different) competencies required to be a sales manager, they just hope ‘some of the magic rubs off’. Sales managers need to be… Read More »

With A Recession Coming (Or Not) 10 Things Management Can Do To Keep The Sales Force Focused, Positive & Performing

It’s critical management stay positive themselves, but at the same time realistic. What salespeople value most in their leaders, at times like these, is a demonstration of credible confidence, not knee-jerk stuff, or business bi-polar disorder, one day there is no problem, the next saying we’re doomed! High levels of ownership are vital. Salespeople have… Read More »