Tag: sales manager

23
Mar

5 Essentials of a Great Pay Plan for Sales Reps

Want to incentivize your reps to earn more? Follow these 5 guidelines to create a robust pay plan for your sales team. One of the most frequent topics we address is the pay plan for salespeople. What is too much? What is too little? Why is my sales team unhappy with their pay? Many companies can’t seem to wrap their

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21
Mar

How Long Should We Cling to Our Sales Process?

It’s a loaded question, but the answer is deceptively simple. Whenever a salesperson or sales leader asks this question, it sends up a red flag that something might be wrong. Unmet sales reveal a number of potential contributing factors such as:  Quality of the sales team  Effectiveness of the sales leaders  Market conditions  Product quality and delivery  Brand reputation Sales process So

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21
Mar

How Skipping One Step Derailed an Entire Sales Team

Every step of the sales process is important, even if the sale cycle is short. Be wary of skipping steps. That can lead to unintended consequences for your sales team. As a successful sales manager, Debby had always prided herself that her sales team grew a wide and diverse sales pipeline that generated consistent sales, quarter after quarter. Because of the technical

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21
Mar

The Final Word on Sales Manager Success

You cannot achieve sales manager success if you don’t know what it is. Sales managers need a clear picture in their mind of ideal sales performance and the factors that contribute to it. A floundering sales rep may miss quota for any number of reasons like: personal issues, professional development needs, management style and involvement, lack of resources, territory issues, competitive

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21
Mar

3 Reasons Why A Sales Manager Returns to Selling

The allure of a management title, executive perks and authority can be very tempting to a successful salesperson. This is what can happen when their career path leads them where they weren’t expecting to go. Eliot was a consistent top sales performer. Senior management considered him a superstar. He exceeded his quota by 20% every month, he landed some of

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18
Mar

7 Things You Should Not Do on a “Ride Along” with Your Sales Rep

Most sales managers make at least one of these mistakes when they do a ride along with their sales reps out in the field. See if you do some of these. No matter how much office time you devote to coaching your reps, it cannot replace the insight into their strengths and weaknesses that you gain by accompanying them on

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15
Mar

This One Word Costs Sales Managers Massive Sales

As Sales Managers, we must develop clear job expectations. Then evaluate your salespeople and candidates against those expectations. Put SuperBowl-winning quarterback Russell Wilson on the offensive line and he will fail. In fact, you would likely see him fired from the team – and for good reason. The assumption? He’s not a good football player. That conclusion couldn’t be farther from the

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7
Jul

4 Ways To Effectively Hold Sales Reps Accountable

Accountability is critical to running a successful sales team… but it’s not always easy. Use these four tips to help you keep your salespeople on track. It’s not always easy to hold an employee accountable. To call them out on their actions. In fact, many in leadership positions avoid this at all costs. As a Sales Manager, though, it’s important

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