All Entries Tagged With: "sales management"
3 Tools to Consistently Exceed Quota!
Sales managers and executives are constantly trying to figure out if they are going to meet or exceed plan month after month… quarter after quarter. As the end of the quarter approaches, managers call a meeting to figure out what everyone is going to do to ensure they hit their goals. Sound familiar?
The truth is, by that time, it’s too late! You should know if you are going to be at plan at least 45 to 60 days out. That means you have your finger on the pulse early enough to make adjustments and provide effective coaching with enough lead time to make an impact on the current quarter!
5 Ways to Turn Managers Into Great Coaches
Written by Steven Rosen
A highly successful vice president of sales recently shared his frustration with the members of his sales management team. He felt the managers were focused only on results, and he worried that they were not spending any time developing their salespeople. His longer-term view is based on the belief that developing people to the best of their potential improves performance and retention, and it also helps develop a pool of succession candidates…
10 Leadership Principles for New Managers
1. Power – It isn’t about who has the most authority. It is about who has the most influence. Develop unity among the most persuasive members of your team.
2. Character – Integrity is the strongest foundation when building long-term success.
3. Opportunity – It’s easy for people quit if they can’t see a light at the end of the tunnel. The leader must…
Do You Have the Right Managers In Place?
Sales is a field where you often see people move up the ladder very quickly. Creating winning teams begins with the manager. Let’s look at this from two perspectives…
1. Executives: What steps do you take to put the right manager in place?
2. Management Candidates: How do you position yourself to be ready when it is your time to lead?
Are You Hiring the Right People?
by Mark F. Herbert
I typically have an instant response for executives and business owners who ask me what differentiates great companies from “good companies”. My response is…
Building Morale
Great leaders understand the power of encouragement. Sales people need to be built up!
We once had a leader tell the management team to “SMAQ” their people around. Phonetically speaking, you can imagine what our first thought was! It’s actually and acrostic that looks like this…
Competition Q & A
A couple of months ago I asked the question, “How do you stimulate healthy competition on your sales team?” Sales is a naturally competitive profession. Sales professionals like to win almost as much as cashing their commission check at the end of the month. A sales contest can be a very effective management tool if implemented properly. When creating a sales contest consider the following:
Rebuilding Your Team With “The Core Four”
Last week I posted a question from a loyal reader titled How to Bring Your Team Back to Life. Be sure to click on the link to catch-up on the story and to read the fantastic comments from our readers. As promised, here is my take on rebuilding a winning culture. There are four areas of focus for getting a team back to its winning ways!
How to Bring Your Team Back to Life
Last week I received an email from a loyal reader asking me for advice on how to bring his team back to life. With his permission, I am posting the email and open the comments section to our readers.
“As a loyal reader of your SalesBlogCast.com and member of your LinkedIn Group, I have a giant favor that may be good fodder for your next entry. I am about to throw myself under the bus and possibly some of my managers, so keeping my identity confidential is of the highest priority. Here is the issue…”
Is It Motivation or Inspiration?
by Lance Cooper
Motivation often involves thinking about incentives. Or, it means striving to stimulate others into wanting to do something. It eventually turns into control – how to control another person. We need to understand motivation to set up environments in which people can learn, grow, and thrive.
