How to Use the Math of Success to Boost Your Team’s Sales Results

How to Use the Math of Success to Boost Your Team’s Sales Results

A friend and colleague pointed out to me that I frequently refer to the Math of Success in sales when I write, but I don’t have one article dedicated to the topic. Well here you go, an entire article dedicated to the magical Math of Success. You can download a worksheet template to use with your sales team and put this into practice immediately. This is the Sales Manager’s remedy for having to nag salespeople to do more, get more appointments, send more proposals, and close more business.

You have probably heard the phrase “sales is a numbers game.” Well that […]

How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

Editor’s Note: We haven’t often used guest posts on our blog, but this is one I thought our readers would find particularly helpful. This post comes courtesy of Celina Guerrero of SocialtoSales.com. It is a modified version of a post that was originally published on the SocialtoSales Blog. This version is designed specifically to help sales managers guide their sales teams towards more effective social selling methods. Let us know in the comments if you find it helpful!  

How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

Gallup recently published an article entitled, B2B Companies: Do You Know Who Your […]

4 Easy Steps to Help Your Salespeople Become Independent Thinkers

4 Easy Steps to Help Your Salespeople Become Independent Thinkers

I just re-read a very good article by Janice Mars of SalesLatitude and thought it was worth sharing.

The point of the article is that sales managers are inundated with salespeople and their questions and frequently get in a rut. They accept the role of reacting to salespeople and their questions all day long. They become the bottleneck, as Janice states. It is a dysfunctional dynamic.

I submit that there is a more dangerous problem that erupts. The sales manager’s favorite salespeople are the ones that don’t need much interaction ─ because they make it easy on the sales manager.

Beware, sales managers! […]

Top 5 Mistakes Made by CEOs Managing Sales (and How to Fix Them)

Top 5 Mistakes Made by CEOs Managing Sales (and How to Fix Them)

I had a meeting yesterday with the CEO of a small business that currently has six people on their sales team. He is stuck in an awkward place because they are now big enough that they need to have a sales team, but they still don’t think they are quite big enough yet to have a dedicated sales manager. This is a tough spot that tons of business owners find themselves in. He needs to build sales to propel the business to the next level (so he can justify hiring a rock star sales manager). But until then, it means […]