Sales Management is Not Easy Anytime someone is new to sales management, there is an adjustment period to figure out how to be effective. When that transition is from being a direct seller to a manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were...Read More
Tracking sales activities in a spreadsheet has become commonplace. Often referred to as a sales scorecard, this tool allows sales leaders to better manage the cascading chain of controllable activities that lead to sales. This is the first step towards a modern sales management system. As “Cracking the Sales Management Code” authors Jason Jordan and...Read More
I’m now in my mid-thirties and like you I have heard, read, and responded to countless questions related to the word “transform” or “transformation”. Often the question comes in the form of “How do I transform my sales organization to achieve better results?” Many use the word “transformation” in the context of redefining an existing...Read More
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