Are You Facing Sales Fatigue? The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. As someone that works with partner organizations on a daily basis we have seen all of…
Category Archives: Management
Are You a Sales Leader or a Sales Manager?
Are You a Sales Manager or a Sales Leader? By Mark Hunter “The Sales Hunter” KEN: This week I have guest blogger, his latest book is on my recommended list, see you next week. www.AcumenManagement.com Take a moment and answer this question: “If you are a sales manager – or when you think about the…
Sales Leadership: “Looking Forward”
Sales Leadership: “Looking Forward” Many individuals have commented on my Outlook signature block, before I have my personal signature and where many people say “sincerely”, I have the words “Looking Forward”. Why do I use those words? They mean several different issues to me. First, I am a positive person. Looking forward is always better…
Sales Leadership: Creativity is Critical
Sales Leadership: Creativity is Critical In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and the need for sales management to offer creative solutions to the many problems you face. The good news is “creativity” can be learned and enhanced in everyone! …
Sales Management: Workout Time!
Your Sales Leadership Workout May 9 & 10, 2012 Atlanta, GA A Proven Regimen for Getting Your Sales Organization in Shape Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team. Learn how top performing sales leaders muscle up their teams to pump up predictable revenues. Here’s what…
Sales Leadership: Gain Insight & Accountability
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…
No Foolin-Sales Mgmt Should Be Thinking Summer
No Foolin-Sales Leadership Should be Thinking Summer This past week during a consulting session with a client, with both the President and their sales manager we discussed several points that I thought would be good items to bring up in this week’s blog. April 1st is right around the corner and I want all of…
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…
The Sales Manager that Does It All
The Sales Manager that Does It All First of all, the title of this blog is impossible and second of all, it wouldn’t be right. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective. …
Take advantage of the opportunity
Take Advantage of the Opportunity Several years ago, I was speaking in Puerto Rico at a sales conference and while I was waiting for my return flight I was relaxing and started to speak with another flyer. He was British and just finishing his holiday. We discussed mutual occupations and experiences, when he learned that…