You will at some point have to work with disorganized people. Do not choose to work with them if you have a choice. Working with disorganized people will be a challenge. Here’s what you can do to minimize the challenge. Learn to say no to disorganized people. You can say no when disorganized people call. You say no by not picking up the phone when they call. They can … [Read more...]
Great Sales Manager
You’re a new sales manager. Now what? No one wakes up in the morning determined to do poor job. But what if you don’t know any better? I’ve seen great sales managers and not so great ones. Here’s what I’ve observed in the ones that are great sales managers. Give effective instructions. Giving effective instructions is more than simply giving clear instructions to your … [Read more...]
Are You a Great Sales Manager?
Your sales team may already think you are a good sales manager. Perhaps there’s room for you to become a great sales manager. Here’s what it takes to be a great sales manager. Great sales managers know their subordinates’ career goals. A great sales manager’s job is to get subordinates to the next step of their career. Remember, some people want to continue as sales … [Read more...]
How Sales Managers Get Sold By Salespeople
Some sales managers are the best customers. What do I mean? They let their salespeople sell them on a bunch of ideas many of which are barriers to reaching sales goals. Only certain salespeople are the ones selling their sales manager. Are you getting sold? Here’s how you can tell if you’re a sales manager getting sold. What … [Read more...]
Fix Your Sales Problem: Why Your Sales Team Isn’t Selling
Recognizing you have a problem is the first step to fix it. The sales problem you may have is your sales team not making its sales goals. Start with examining these areas to fix your sales problem. A sales problem starts when you haven’t provided a sales process. I just heard about a salesperson who is finally selling. Why? Management just observed that she … [Read more...]
Sales Manager Problems: Why is this person on my sales team?
What do you do when a member of your sales team misses a sales objective…again? You might scratch your head in disbelief. Perhaps you thought, “Why is this person even on my sales team?” Here are some strategies for you to avoid these sales manager problems. They don’t take risks. Selling is a job that requires risk taking. You call on customers without certainty they … [Read more...]
How to Survive a Bad Boss
You have Covid fears. The economy is weird. You’ve got sales goals to meet. On top of that you work for a bad boss. I’ve worked for great managers and some very, very terrible ones. I’ve survived them all. Here’s how you can survive if you have to work for a bad boss. Set expectations early and meet them. The best strategy to survive working for a bad boss is to avoid … [Read more...]
Sales Managers that Get More Sales
There’s an interesting proverb that says, “An army of sheep led by a lion would defeat an army of lions led by a sheep. Sales managers that get more sales are like those lions. Hopefully your team of salespeople are more than just metaphorical sheep. Here’s what a lion leading a successful sales team looks like to ensure your sales team’s success. Find the spark that you … [Read more...]
A Sales Manager’s Guide to Hold Productive Sales Meetings
I’ve been consulting at many sales meetings where sales professionals report the status of their prospects. What I hear too many times is, “This deal is going to close. Soon.” Instead of a discussion of what “soon” means and why, the sales manager accepts this report as an indication of future success. Nothing could be further from … [Read more...]
Don’t Make Yourself Crazy When You Sell
You may have noticed that sales can be a stressful occupation. You don’t know what mood a customer might be in before you present. You might have to deal with an unfair situation. It’s unfair when the brother-in-law of the buyer sells what you sell. Yet salespeople often make their own stressful situations. Here’s what you can do to avoid making yourself crazy when you … [Read more...]