Category Archives: Sales Management

Sales Management Process:  The New Frontier in Sales Management Training (Part 1)
April 28, 2017

Sales Management Process: The New Frontier in Sales Management Training (Part 1)

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How L&D Can Positively Impact Sales Results
April 20, 2017

How L&D Can Positively Impact Sales Results

This post originally appeared here in the Training Industry blog. Where can L&D leaders make a huge impact on their company’s financial results? A survey Vantage Point Performance conducted with the Sales Management Association asked organizations to select the top sales management priority from a list of 17 topics. The winner? Coaching sales reps. Research […]

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How Do You Measure Sales Management?
March 18, 2017

How Do You Measure Sales Management?

This post originally appeared here in the ATD blog. In some ways, the sales force is the most measured function in any company. All salespeople have a number (a quota) assigned to them, and progress toward that number is tracked maniacally. However, anyone who has ever tried to measure the ability of a sales team […]

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Sales Leaders, What’s Really Keeping You from Realizing Your Full Sales Revenue Potential?
March 10, 2017

Sales Leaders, What’s Really Keeping You from Realizing Your Full Sales Revenue Potential?

This post originally appeared here on the Selling Power blog. When sales organizations turn in mediocre performances, there are always lots of reasons why. A couple of big deals that were expected to close are still hanging out there. A top producer left the company. A competitor rolled out a lower-cost solution. While things like […]

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2017 Sales Quotas – How to Have One Heck of a Year!
February 14, 2017

2017 Sales Quotas – How to Have One Heck of a Year!

As a sales leader, you naturally want to get the most out of 2017 and have a good year. If you’re unsure of your path to action, I’d like offer you a chance to do something radically different in 2017, by suggesting you follow these steps. First, identify company strategies currently yielding only marginal improvements, […]

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The Powerful Sales Metric No One Is Measuring
January 23, 2017

The Powerful Sales Metric No One Is Measuring

This post first appeared here in the Selling Power blog. As someone who has long studied the management best practices of sales forces, I’m often asked my opinion on the most powerful sales metrics to track. While there are many useful metrics, there’s one measure that has the potential to revolutionize sales performance around the […]

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Getting Reps to Quota: A GPS For New Sales Managers
November 8, 2016

Getting Reps to Quota: A GPS For New Sales Managers

This article was originally posted here in the Selling Power blog. Imagine one day being dropped into an unfamiliar landscape and told you must lead a team of people to a prescribed destination. There is no map and no further instruction. To complicate matters, you must deal with a constant barrage of distractions and demands […]

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How to Look Like a Rock Star in the C-Suite: 5 Principles for ROI Stardom When Training Sales Managers
October 18, 2016

How to Look Like a Rock Star in the C-Suite: 5 Principles for ROI Stardom When Training Sales Managers

As a learning professional charged with training sales managers, your mission is to deliver great training and then show the ROI of that training to the C-suite. But let’s face it: sometimes that’s a tall order. Depending on the type of training you choose, it can be difficult to cleanly connect the dots from your […]

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Top Sales World
October 4, 2016

Top Sales World Article: Warning: Bad Sales Management is Costing You Millions

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Understanding (and Overcoming) the Fatal Flaw of Sales Management
September 29, 2016

Understanding (and Overcoming) the Fatal Flaw of Sales Management

Sales, like other functions, is managed by metrics, and sales ops leaders work hard to design dashboards so that everyone, from the sales leader to the individual seller, understands how they are performing relative to their goals. However, when leaders become overly focused on these reports and the metrics contained within them, they can get […]

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