Sales managers who monitor performance are the ones who will build high-performance sales teams. There is an old management saying that "what gets measured gets done." Start measuring your team and watch the number of wins increase.
Articles for Sales Managers On...
Coaching
Building a Powerful Team the Sports Coach Way
Care & Feeding of Superstars
Superstars aren't always the ones who bring in the most sales. They are the people who perform at a consistently high level year after year after year.
Why Sales Managers Are Driven to Drink
Here's an exercise that will drive most sales managers to drink (as if just being a sales manager isn't reason enough for hitting the bottle). You are about to take a walk into the world of what should be, but isn't. Curious? Read on.
The Pain & Pleasure of Making Joint Calls
If you really want to help your salespeople develop their selling skills while at the same time really annoying them, make joint calls with them.
Save the Salesperson, Not the Sales Call
Making joint sales calls can be a painful experience -- particularly if it's been with a salesperson that hasn't been doing so well. It's also painful for the salesperson, I might add. Why? Because many sales managers mishandle the joint call. Not you, you say? Don't bet on it.
