Browse Tag

sales management

Your Salesperson is Code Blue

Hire the Best - Use for Web applications, emails, etcHave you noticed?  Lead stories in the news are no longer about high unemployment, a bearish stock market, lack of consumer spending, or foreclosure numbers.  I noticed it and thought, “So, this is what recovery feels like.”  It has been a long time in the making.

This economic recovery has been atypical because the 2008 recession was not a typical recession.  What made it unique is the entire country and all industries went into it at the same time. Plus, it did not discriminate; it affected all economic classes of people.  While we all went in together, the recovery happened at different times for each industry and geographic area.  For some of you, the recovery may still be coming. read more

The One Sales Number You Should Know

Hire the Best - Use for Web applications, emails, etcYou are on top of your business; you know the numbers that drive it and you keep score.  At the same time, if you are in a sales leadership role, you probably don’t know the one critical number.

What is the cost of hiring the wrong salesperson?

Did I just hear a groan?  If that was you, then you probably need to know this more than most because deep down you know this is costing you a lot– but you don’t want to confront reality. read more

What Do You Want Your Sales Managers To Do?

Hire the Best - Use for Web applications, emails, etc“Hit the numbers!” is how most people respond.

While this is true, it really doesn’t answer the question.  Hitting the numbers is the net effect of what the sales manager does.

Most employees arrive in the sales manager role by continuously being a top revenue producing salesperson. To successfully make the transition from salesperson to sales manager, you have to switch your thinking.  A salesperson creates revenue and a sales manager drives revenue. read more