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
Frontline managers are the single most important member of any sales organization. At least according to the 2017 Sales Management Research Report published by the Sales Readiness Group and SellingPower. This report identifies “5 Hallmarks of High-Impact Sales Organizations” by comparing high-impact organizations against average-to-low performing organizations. 1. Spend more time on sales coaching Sales...Read More
We recently had the pleasure of sitting down with Mike Sadler, VP of Corporate Sales, at Everbridge. We discussed a variety of topics from general sales management to sales coaching, but we found his comments on coaching to be particularly relevant given that sales leaders often struggle to maintain a consistent 1-on-1 coaching cadence that...Read More
Inside sales isn’t new. But it’s gained a lot of popularity in recent years. The term was coined during the late 1980s and early1990s to differentiate common telemarketing or “telesales” techniques from this more complex and meticulous sales approach. The term was used to describes sales done remotely via telephone, email or the Internet. Dramatic...Read More
Anyone in a frontline sales management role is more than likely a former salesperson who was very successful. It’s a natural progression. But if this is that person’s first management role, they’ll need to learn how to lead people. Without leadership training, that person may revert to the old school style of sales management, where...Read More
Poor sales management can cost your company millions. That’s why it’s imperative to identify bad sales managers and course-correct their behavior. But what exactly makes a “bad” sales manager? The obvious answer is to look at quota achievement. However, research shows the average sales manager’s team hits 99 percent of their target, but only has...Read More
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