Dedicated Sales Managers… A Must!

I was discussing with a senior manager of a potential new client recently the company’s organizational structure.  They have multiple branches with general managers, but no dedicated sales managers.  We discussed the merits of that structure, which are limited.  The only beneficial issue is that the company saves on compensation for the missing sales managers.  The downside issues are numerous.    At best, the GMs are part time sales managers.  It is hard enough to get full time sales managers to do all the things that will predictably increase sales, like:  coach every single salesperson weekly, hold them all accountable to […]

Crazy Sales Figures From A Must Read Blog Post by Objective Management Group’s Dave Kurlan

I welcome you to read the following Dave Kurlan post taken from his blog Understanding the Sales Force as it reports interesting sales figures that every sales manager should know.

Did you know that “6% of new reps exceeded expectations and 48% failed”?

Top 5 Insights From Latest Sales Organization Studies

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

The folks over at IKO Systems were nice enough to send me a collection of infographics which they call 66 Crazy Sales Figures.  I finally had a chance to read through it and found 5 sales figures which, after I […]