Sales management is a hard job. Anyone who has been a sales manager can attest to this. The average tenure is less than two years, and no other member of the leadership team fails as often as the sales manager. What’s more: Sales managers typically receive little training. Research from Vantage Point Performance and The […]
No one is born knowing the secrets of sales management. If you’re a rep who’s been promoted to a leadership position, a software directory can help you find the tools that your team needs. But leadership and communication are harder. In this article, we’ll offer you some effective strategies that you can use to start […]
In less than a month, almost 1,000 sales leaders will head to downtown Chicago for an exciting event: the 9th Annual AA-ISP Leadership Summit. Starting on April 18, this three-day event is sure to be action-packed. Not only does it feature over 65 sales and leadership sessions, but there are almost 50 tactical breakouts, four […]
Maximizing the bottom-line of a business starts, in large part, by having great sales performance. Easier said than done, of course. But achieving better top-line growth has become harder than ever due to the increasing complexity of the selling process and changing preferences of consumers. Fortunately, that doesn’t mean that you can’t improve your sales […]
A sales activity tracking spreadsheet is no ordinary template. Sometimes referred to as a sales scorecard, this tool allows sales leaders to better manage the cascading chain of controllable activities that lead to sales. As “Cracking the Sales Management Code” authors Jason Jordan and Michelle Vazzana explain, these metrics quantify and track the day-to-day “doings” […]
