Category Archives: Sales Management Process

November 8th, 2013

Creating the Skill and the Will to Unlock Sales Manager Coaching Power

sales-manager-unlock

Creating the Skill and the Will to Unlock Sales Manager Coaching Power

Sales managers are the force multipliers of productivity and key players for supporting change in your frontline sales force. Research from the Corporate Executive Board indicates that when training is complemented by in-field coaching and reinforcement, productivity is quadrupled from 22% to 88%. However, many sales managers are promoted based on their ability to sell, and the characteristics that contribute to a sales manager’s success as an individual contributor run counter to their role as a developer of others. Some sales managers lack coaching know-how and skill, while others don’t make time to coach.

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November 28th, 2012

Defining Your Sales Management Process

Sales Management Process: The Black Hole of Sales Strategy Execution

Sales Management Process: The Black Hole of Sales Strategy Execution

Have you ever stopped to think about what you need your sales management to do to help you run your sales force? If you asked five sales managers to map out a day, week, month, and quarter in their lives, would you get a consistent response? The answer is probably a strong “no.”

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