Front line sales managers are facing unprecedented change. Managers are dealing with increased demands to do more with less and are still expected to drive sales performance. With little support from the next-line of sales management and a lack of relevant courses and ongoing development, many sales managers feel stretched to the limit. The role… Read More
The Secret to Sales Rep Motivation
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TOP SALES PERFORMERS are not all Created Equally
Sales is performance sport. The key to success for a sales manager is to have a team of top performers. Well maybe. As we have seen with sports teams that are stacked with great players, they don’t always win championships. Less talented teams who have great chemistry and are committed to doing what ever it… Read More
Use Science When Hiring Top Sales People
One of the most important parts of a sales manager’s job is hiring. Many managers claim they rely on their gut instincts when making hiring decisions. I think this is an excuse for not developing and following detailed hiring processes. The science of hiring relates to the use of psychometric profiles. My favorite psychometric profile is the Personal… Read More