Tag: sales management

19
Oct

5 Steps to Holding Your Salespeople Accountable

I received a call from a Sales Director recently who told me that his Sales Managers fail to hold their salespeople accountable. He said: “My Sales Managers are too soft on their salespeople 95% of the time and too hard on them 5% of the time.” He went on to explain that when attempting to hold their salespeople accountable, the

Read more

11
Oct

9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople

People call me every day about hiring salespeople. I always respond with, “Describe the sales role please.” Many times they will struggle with defining the specific details of the sales role for which they are hiring. A salesperson may perform exceedingly well in one type of sales role and fail miserably in another. Defining your sales role first is critical to

Read more

31
Aug

8 Intelligent Questions for Evaluating Your Sales Reps Performance

No experienced football coach would ever consider sending his team onto the field without being right there on the sidelines – observing their every move. The same applies to your sales team. Too many sales managers expect top producers to meet their sales goals without their observation, feedback and coaching. Instead, I encounter many sales managers expecting great results without

Read more

24
Aug

6 Smart Interview Questions to Ask Superstar Sales Candidates

In some (rare) cases, you need to roll out the red carpet for a sales candidate. Yes, they are that good. And with the ever decreasing quality of candidates searching for jobs, you need to sell your job to a superstar candidate. One way is to ask great questions to find out exactly what they want and need in order

Read more

25
Jul

3 Questions to Ask Yourself When Considering a Sales Candidate

Interviewing a sales candidate can be intriguing. As a Sales Manager, you can’t help but be excited about the prospect of a high volume salesperson in your organization. They could be the one to take your whole team to the next level. A sales candidate’s sales numbers from their previous employers can be deceiving, though. To really understand what you’re getting,

Read more

23
Jul

7 Questions Smart Sales Managers Ask When Observing Reps In The Field

Many Sales Managers don’t spend enough time in the field observing sales reps in action. Instead, they expect salespeople to meet sales goals with minimal observation, feedback, or coaching. In order to effectively coach your sales team, you must get out in the field. This allows you to observe the performance of your sales reps in a real world scenario. It’s

Read more

22
Jul

What Type of Sales Manager Are You? The Selling Sales Manager

The Selling Sales Manager is one who has the dual responsibility of achieving a personal sales quota while managing other salespeople. This differs from a typical Sales Manager who typically goes out on a sales call with his or her salespeople in order to help close a sale or coach to improve performance. Just like the salespeople they manage, they

Read more

21
Jul

What Type of Sales Manager Are You? Pure Growth Sales Manager

One of the toughest, yet rewarding jobs a Sales Manager can do.

20
Jul

What Type of Sales Manager Are You? The Maintenance Sales Manager

Find out the role of the easiest job a Sales Manager can have.

19
Jul

11 Sales Meeting Topics Your Sales Reps Really, Really Want

If your sales meetings were not required, would anyone show up? Too often sales meetings are seen as a waste of time – an event that lacks any purpose or strategy. Sales Managers conduct them because it is required by senior management or simply because they’ve always had one, not because they have any specific goals. To make sales meetings

Read more