Are You Guilty of These Common Sales Management Missteps?

Are You Guilty of These Common Sales Management Missteps?

I hear from sales managers all the time that wish they had known certain things way back when they first started managing salespeople. Some of the common misconceptions I hear are these:

The top salespeople just need to be left alone.
It isn’t my job to motivate the salespeople. I am not going to babysit them.
It isn’t my place to “micro-manage” them. I don’t need to know what they do every day as long as they are producing the results.
I can’t get my senior salespeople to use the CRM but that’s okay, they do a good job.
My people work as hard as […]

6 Rules to Help the CEO Who Also Manages the Sales Team

6 Rules to Help the CEO Who Also Manages the Sales Team

If you own your own company and also manage the sales team, this article is for you. I have written before that it is not the optimal situation when the CEO also directly manages the salespeople, but I recognize that it is sometimes a requirement until sales support a different structure. It is not ideal because you as the company leader have to pay attention to numerous other activities and cannot devote the attention necessary to drive sales. You may have been the driver of sales earlier in the company’s history (and you may still be) so you may be […]

What Hawks Can Teach Us About Consultative Selling & Management Skills

What Hawks Can Teach Us About Consultative Selling & Management Skills

I was driving to the airport the other day on a busy stretch of the highway when overhead appeared a red-tail hawk that ultimately perched on a light pole. It made me realize how much more frequently I now see hawks in our area. Over the last few years, the population seems to have ballooned. Prior to maybe seven or eight years ago, I don’t recall ever seeing hawks in or around the city. I live in a suburb of Columbus, Ohio — which is a fairly populated place — so it isn’t like I live out in the country or […]

Sales Manager Checklist for the New Year

Sales Manager Checklist for the New Year

It’s a new year filled with hope and promise, a clean slate, and new sales goals. Hopefully you experienced a good year and got to celebrate a little bit, but it is time now to move on to attacking this year’s goals.

 

Here is a quick checklist for sales managers to make sure everyone is focused correctly.

All individual salespeople must know the expectations of them with regard to sales, including where the sales need to come from – new clients vs. expansion of existing clients or some combination thereof.
The compensation plan must be clearly articulated to each of the salespeople on the team […]