Your Sales Management Guru

Secrets of Hiring Top Performing Salespeople

Mon, 06 Feb 2012 14:29:01 +0000

How to Take Emotion Out of the Sales Hiring Process and Hire the Best Salespeople It’s the number one job of sales management and it is the most difficult, if you hire effectively the job of sales management becomes sooooo much easier.  If you are serious about building a high performance sales team I have [...]

The Future of Your Sales Team

Mon, 30 Jan 2012 14:43:30 +0000

The Future of Your Sales Team      This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% [...]

A Sales Manager’s Recipe: What is Cooking in 2012

Mon, 23 Jan 2012 14:18:08 +0000

A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager.  The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to [...]

CRM: 15 Years Later, now a friend

Sun, 15 Jan 2012 23:54:30 +0000

SFA/CRM 15 Years Later: Now It’s Every Rep’s Best Friend This week, I thought you might like to read someone else’s article and my comments regarding the article. My comments are first. As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements [...]

A Walk Through a Broken Organization

Tue, 10 Jan 2012 15:46:43 +0000

A Walkthrough of a Broken Organization Strategic sales management is often a weak link in solution provider companies.  Strategic sales management is often a weak link in solution provider companies. For the past 14 years I have been working all across North America and internationally, meeting, speaking and consulting with organizations of all sizes and [...]

Your 2012 Sales Plan

Tue, 03 Jan 2012 13:08:30 +0000

 Your 2012 Sales Plan It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.  I have included below the various “categories” you should consider in building a plan.  Other questions [...]

Merry Christmas and Have a Great Holiday Season

Mon, 19 Dec 2011 13:01:59 +0000

The Times are a Changing, Are You?

Tue, 13 Dec 2011 13:27:59 +0000

The Times are a Changing or Are You? At the end of each year I write down my personal and business goals for the new year in seven different categories. The challenging part of that exercise is I have to review the goals that I had set from the past year and grade my performance. [...]

Make 2012 Your Best Year EVER!

Mon, 05 Dec 2011 13:19:31 +0000

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives?  Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects=sales fatigue. After three challenging years and [...]

It’s Time to Vote!!!

Mon, 28 Nov 2011 13:54:37 +0000

It’s Time to Vote This is your opportunity to contribute and vote for the top sales and marketing thought leaders, software tools and resources. I am delighted to announce that the 2011 Top Sales & Marketing Awards finalists have been chosen, and the voting polls in all fourteen categories are open – http://www.topsalesawards.com You will [...]

Comments (0) - Read and Add your own Comments