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Managing The Sales Team

How can you effectively develop and motivate your sales team to achieve great results? What are the attributes and key drivers of top sales performers?
Total 73 articles in this section.
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7 Key Components Of An Effective Sales Talent Screening Program

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Tuesday 7 June 2011

Candidate screening is one of the most difficult tasks that sales managers face, as salespeople are trained in the art of persuasion. However it is possible to successfully screen sales talent. Here are the 7 key components of an effective sales talent screening program.

The 3 Keys To Successful Sales Management

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Thursday 10 February 2011

If you concentrate on these three keys in Sales Management and actually make it a priority to implement them, your job will get so much easier, and, more importantly, you and your team will actually start closing more business and making their numbers.

Why Hiring Or Keeping The 600lb Sales Gorilla Is A Mistake

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Monday 13 December 2010

For many years, the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top-of-the-league ladder sales results - yet feared by many for their aggressive, manipulative, ego centric, demanding, intimidating antics - countless CEOs and sales managers have allowed these sales prima donnas to remain in their sales teams - but at what cost to the rest of their sales team and their business?

Building The Most Effective Sales Force In The World: The Era Post The Global Financial Crisis

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Tuesday 6 July 2010

Because of its emotional component, the sales organization is often vulnerable to faddish, silver bullet solutions—claiming that all you need is this new incentive plan or organizational structure.

Well-Known 'Secrets'

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Thursday 10 June 2010

With all the forces of change in today's world of work, the basic principles for leading winning teams remains unchanged.

16 Excuses Sales People Need To Stop Using

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Thursday 29 April 2010

Sales people make a number of excuses why they can't reach their sales targets or why prospects and customer don't buy.

Retention Is A Problem That Won't Go Away

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Wednesday 3 February 2010

What are the critical factors that contribute to the retention of top producing salespeople? Why are some sales managers able to consistently recruit and retain quality salespeople, while other managers have a revolving door?

Sales Is A Team Effort

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Tuesday 17 November 2009

Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today's world if you are not directly in sales you are supporting someone who is. This is why sales really is a team effort.

Building Your Sales Metric Management System In 4 Easy Steps

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Thursday 10 September 2009

Every sales manager is searching for revenue from their sales force, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.

Matching The Right Sales Personality To The Right Sales Job

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Thursday 30 July 2009

There are many different types of sales roles - and types of salespeople that fill them. Some need to be prospecting fit, while others needs to be detailed, patient and thorough. The key to sales success is to match these two together well.

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