Sales Leadership: Gaining Insight and Accountability Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. Also many organizations never gain real insights from their customers or even help from their customers. What can you do to…
Category Archives: Career
Sales Leadership and Management in a Recovering Economy
Sales Leadership and Management in a Recovering Economy I am speaking this week in Houston on the title of this blog, it is March 19th, 2012 and during the past few months the stock market has taken off and the papers shout out about the positive economic indicators that are being recorded: rents are heading…
A Sales Manager’s Recipe: What’s Cooking in 2012?
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…
Your 2012 Sales Management Plan
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…
The Times are a Changing, Are You?
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 yearinseven 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. I…
Make 2012 Your Best Year Ever!
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 for Top Sales & Marketing Awards
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…
Sales Leadership: It’s time to gear up your recruiting!
Sales Leadership: It’s time to gear up your recruiting I have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. At this time of year, like it or not, every salesperson is…
Can the best sales people become the best sales managers?
I have not been blogging much over the last two weeks because I have been doing a lot of thinking about where my site is going and where I want it to go. Over the last few months the majority of my posts have gone off of serious management topics and more to basic sales…
Two blogs you will be sorry if you do not visit…
Just a short blog post today to share a few articles I ran across today that I think every sales manager should read. The first one is by Ian Brodie and is called The Myth of Goal Setting. Ian has been on the rampage lately debunking sales myths. His posts are very well thought out…