Posts by Category: Better Sales Management

Hey Sales Management! Are You Producing Top Sales Rock Stars?


Originally written by Mike Weinberg—sales coach, consultant and author of two best-sellers—on his blog in September 2015. Recently, he published a new book called Sales Management. Simplified. which uncovers some of the horrifying truth about sales management and advice to transform your sales management efforts. To learn more, register for this webinar: The Blunt Truth of Sales Management.


In a Recruiting Rut? Tips to Identify Top Sales Talent for 2016


As crazy as this sounds, it’s time to think about 2016 already. We’re almost through the third quarter and each individual on your team is working to plan the year ahead. As a sales manager, you need to be thinking ahead too, and that includes thinking about recruiting sales reps and hiring top talent for your sales team.…


So You Have Less Than a 50% Chance of Making the Right Assumption…

Original post from Colleen Francis:

Is an Experienced Salesperson Less Effective?:
A funny thing happens as salespeople become more and more experienced with their company or product. They also become less and less effective.

Yes, you read that correctly.

Salespeople often become less effective with the more experience that they gain.

Falling Into the Multitasking Trap…

Original post from Deb Calvert:

Inside Sales & Multitasking: Sellers Behaving Badly:
You are fooling yourself if you think you can multitask while selling by phone.
Selling by phone requires just as much focus as selling in person does. In fact, I believe it requires even more dedicated focus if you are to pick up on subtle intonations, context and nuance without the benefit of visual cues.