Month

September 2017
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...
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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...
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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...
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