What’s the difference between managing a sales team and managing a sales culture? A sales team starts with managing a process and a sales culture starts with managing yourself. Which do you think is easier? That answer can vary depending on your past experiences, suffice to say that self control isn’t easy for most people....
Category: Business Analysis
CHOPPED For Change: A Sales Culture Makeover
Do you know what you look like when you are stressed? We think we do, but other people can see stress on us better than we can see it on ourselves. In fact, for salespeople, we are doing our best to hide our stress, but our body language gives us away. Our jaws stay clenched....
Do You Have a Great Sales Compensation Plan? 💲
It is no secret that most sales managers and owners struggle to find a great sales compensation plan for the sales team. Quite often these discussions lead to analysis paralysis as proposed changes to the comp plan can create even more questions and what-if scenarios. To be sure, salespeople and leadership do not think alike...
Am I a Bad Sales Manager?
Nobody is perfect. You know this is true if you have ever had, or have been, a sales manager. We all make mistakes and I would believe that most of us want to do better overall. It is a wonder that there aren’t more self-help groups for managers in general; if there are any at...
Beware of the Comfort Zone
Are you comfortable? I’m not asking if you’re in your favorite chair right now, but are you following a routine that keeps you safe and happy? If so, good for you I suppose. If you have really found the key to your happiness and you have arrived at where you always wanted to be, then...
Do You Understand the Sales Equation?
There are many elements that go into sales and to list them all would be overwhelming. That’s one of the reasons why so many of us struggle in our sales careers because we are all over the place looking for answers. The unfortunate thing is that is what we are taught by our managers, experts,...
What Keeps a Salesperson from Being Great?
Most people want to be great at what they do, and if they don’t want to be great, it makes you wonder why they want to even do it at all. This is so true with salespeople, but considering how many people you have known in sales, what percentage of them would you consider great?...
A Cure For Sales Report Headaches
Sales reports. Do you feel a headache coming on? Do you feel fatigued? Sudden loss of appetite? Shortness of breath, and so forth? That seems to happen to everyone from salespeople, managers, CFOs and owners. Like so many other reports, it is difficult to read and you may or may not like what the report...
I Heard A Rumor About You 📢
Your sales team sure is a talkative bunch; especially when you’re not around. The role of a sales manager is one of the most difficult ones in the organization. You must hold an alliance with your sales team and upper management even when they are at odds with each other. The bottom line is that...
Does Success Sabotage Your Pipeline?
Managing and maintaining your sales pipeline is difficult. Trying to keep fresh opportunities to work on while servicing existing customers is more than a full time job. And yet, that is what is expected of us as salespeople. If we had our druthers, we would have a healthy book of business with happy customers that...