5 Tips for Becoming a Sales Leader

As a sales manager you have a one-line job description: make your sales team successful. Sound easy? Actually, this can be a company’s biggest challenge.  In order to be a good manager you need to be a great leader, but how does that happen? Often when managers “try” to lead they fail because they haven’t yet built trust within their … Read More

Happy Thanksgiving!

Not a day goes by that we don’t appreciate our team and our clients too, It’s a shame it takes Thanksgiving for us to thank each and everyone of you. And to thank you for your business may seem so very cliché, But without your trust and commitment we wouldn’t be here today. We couldn’t be more grateful or thankful … Read More

5 Tips for All Sales Managers

Every Sales Manager has a one-line job description – to make their sales associates as successful as possible. There are 5 key areas that every Sales Manager should be focusing on so that they have a handle on their team’s goals and motivations: Average Sale – If we divide out the total sales needed by the average sale, it will … Read More

Simplify, Eliminate, Delegate and Outsource

Back in my days as VP of Sales, I used to say I could spend the entire day, every day, engaged in mail management.  Every day I would get upwards of 30 voice mails, more than 50 emails, and a stack of paper that was responsible for the death of a small forest.  But I quickly learned that spending too … Read More

The 3 Questions All Sales Professionals Must Ask Themselves

Sales and business development are a function of three key areas.  So if your sales aren’t where you think they should be, you need to ask yourself three questions: Am I doing the right activities to fill the pipeline with qualified prospects on a consistent basis? Do I have a good process, once I’m in front of prospect or suspect, … Read More

Sales Managers: Providing Effective Feedback

Feedback is meant to help your sales professional improve their performance ongoing. It is not meant for them to feel bad, guilty or shamed for a situation; it is so that they walk away with the tools to perform better in the future. For many sales leaders, feedback is a critical tool for encouraging the right behaviors that drive better performance. For … Read More

3 Steps for More Effective Sales Coaching Meetings

Coaching is in place for one specific purpose, to help improve your team member whether it be productivity, client services, appearance, conversation or anything else that might be standing in the way of success.  It is not punishment, nor should your team members ever feel as if it is. Coaching should be a meeting that they look forward to, that they … Read More

Sales Managers: 5 Steps to Get Your Team Hitting Their Goals

Do you have a sales team of dynamic individuals that is struggling to achieve your company’s sales goals on a consistent basis? Perhaps the roadblock to your team’s success is the lack of a succinct game plan, utilizing each account executive’s individual talents and strengths. How do you create team success from individual contributions? Evaluate who is achieving their goals … Read More

Sales Managers NEED to Use the “R” FIVE Approach

In order to maximize top line growth, it is important to examine 5 critical components of a sales organization by asking the following question: Do you have the Right number of the Right people doing the Right number of the Right things Right? The first aspect of growing a sales organization is to evaluate whether you have the right number of sales people working for you. As companies grow, there … Read More

11 Strategies Sales Professionals Need to Manage Their Email

Weeding through and responding to email is one of the most time consuming activities we might have on a daily basis. When I was VP of Sales at ADP, between snail mail, email and voice mail, I could spend all day with mail management.   Today, it is primarily email that bogs us down and the most frustrating thing about it is … Read More