Category Archives: Sales Management

Why You’d be Stupid Not to Invest in Your Sales Managers – Part 2
May 10, 2018

Why You’d be Stupid Not to Invest in Your Sales Managers – Part 2

In our last blog, Why You’d be Stupid Not to Invest in Your Sales Managers, we showed how investment in sales managers will yield seemingly incredible ROI.  And because you’re probably skeptical, we provided you with a formula to calculate this for your own company. In this follow-up piece, we’ll show you exactly what skills […]

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Cracking The Sales Management Code: A Closer Look at Sales Activities
May 9, 2018

Cracking The Sales Management Code: A Closer Look at Sales Activities

This post originally appeared here in the Sales Management Association blog. Part Two of a Four Part Series In this series of blogs, we introduce research findings from our best-selling book, Cracking the Sales Management Code. In the first blog, we revealed that there are three levels of sales force metrics, as judged by their ‘manageability’: Business Results like […]

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Top Sales World
May 8, 2018

Top Sales World Article: The Business Case for Better Sales Coaching

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Why You’d be Stupid Not to Invest in Your Sales Managers – Part 1
April 30, 2018

Why You’d be Stupid Not to Invest in Your Sales Managers – Part 1

First things first If you’re like most sales leaders today, you’ve done all you can do with the typical performance improvement strategies such as sales rep training, formal sales processes, and cloud-based CRM. And if you’re like most sales leaders, those investments are yielding slimmer and slimmer benefit. But, what have you done for your […]

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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
April 27, 2018

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

This is Part One of a Four Part Series that originally appeared here in the Sales Management Association blog. We’re delighted to write a four-part blog series to introduce the research findings from our best-selling book, Cracking the Sales Management Code. Ground-breaking research and insights from the book have transformed sales management thinking within global companies […]

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Sales Education Foundation Logo
April 19, 2018

Sales Education Foundation Annual Magazine 2018, Spotlight on Research Pg 30-31

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The Real Scoop on the Best Sales Methodology
March 1, 2018

The Real Scoop on the Best Sales Methodology

This post originally appeared here on the Selling Power blog. Here, at Florida State University’s Sales Institute, we are often asked for our perspective on the best sales methodology for a particular company. Given the high stakes of this decision, it is no surprise that sales leaders want input from experts. Choose the right methodology […]

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Sales Management: Why Such A Paucity Of Qualified Sales Managers Today And What Can Be Done To Remedy This Malaise?
February 27, 2018

Sales Management: Why Such A Paucity Of Qualified Sales Managers Today And What Can Be Done To Remedy This Malaise?

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2 Enemies of Improved Sales Management: Inertia and Gravity
January 10, 2018

2 Enemies of Improved Sales Management: Inertia and Gravity

This post originally appeared here int he Sales and Marketing Management blog. Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Unfortunately, they’re also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, […]

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Top Sales World
January 9, 2018

Top Sales World Article: Research Reveals Why Your Best Sellers Ignore Your Sales Process

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