Sales Leaders: The Next Step is Most Important in the Sales Process

Sales Leaders: The Next Step is Most Important in the Sales Process

I was working with a sales team last week that we have been working with for just a few months. They have, on the whole, a pretty strong group of salespeople. We were discussing certain deals in their pipeline and where they were in the process. Many of the conversations were similar. “They really liked what we had. They need to talk to their boss and then they are supposed to call me back tomorrow.” Or worse, “They were supposed to call me back last Wednesday and I have called, but they don’t call me back.”

There are two common flaws […]

Salesperson Promoted to Sales Manager: Watch Out for This

Salesperson Promoted to Sales Manager: Watch Out for This

I find that when I work with sales managers who were previously high-performing salespeople, they tend to run into a couple of challenges. It is not unusual for their management style and abilities to be impacted by their previous role as a salesperson. Here is one example of a common problem when a sales star is promoted to sales manager, and how to resolve it.

The Typical Scenario:

The sales manager was a strong producer when they were a salesperson. They were likely highly motivated and maybe did whatever it took to get the job done. They were a self-starter, had a strong […]