Archive for Sales Management

5 Ways Companies Fail Their Sales Teams

Sales people are gladiators. They are independent fighters for the company, expected to fight the fight with whatever tools they

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They’re Good, But Could be Better – A Coaching Challenge

This week’s What Would You do Wednesday, is going to focus on sales management. Lisa has been your top rep

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What Would You Do? No One’s Calling Back

I thought I’d try something new.  I’m not sure if it will stick. It will be up to this community.

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The Trenches

The trenches are dirty. The trenches are tough. The trenches are where the action happens. And that’s why management needs

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Give Sales People A Sword

Let your sales people live by the sword or die by the sword. Far too often I hear stories of

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Don’t Manage and Coach, Coach to Manage

HBR had a great article the other day about coaching, called The Dirty Secret of Effective Sales Coaching.   You

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Coaches Don’t Play

The other day the coach of the NY Jets, Rex Ryan said this about playing the New England Patriots in

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My Daughter The Sales Manager

Christmas morning my 5 year old daughter comes out of her bedroom and into the living room and says; “He

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Align What You Say With What You Pay

Back in August my friend Fred Wilson over at AVC.com asked me to do a guest post about commission plans.

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No Means No

Sometimes in sales, no means no.   We often hear the sale starts with no.   That it’s not a

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