Category Archives: Sales Management

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 »