Yes. That’s right. Your top sales person can leave you. In fact, he will if you fail to manage him as you should. Good sales people leave for different reasons and when it happens, it usually catches everyone off guard. Jaws drop. Managers shake their heads in disbelief—often masking blame as concern. “Poor Sheila. She
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What type of sales manager are you? Are you a sales manager, sales manager (?) or sales person? Look at these three real life scenarios and find out. But first, the setting. You are a manager in a life insurance company on a three-day sales management retreat (conference, kick-off) somewhere out of town. The CEO
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You will struggle to successfully run a sales team by remote. I’ll explain why shortly. But first, what do I mean by managing a sales team remotely? Well. Think of how effective, though detached, a remote control is from the TV, and the comfort it offers the user. Now then, there are sales managers and
“Hips Don’t Lie” so says Colombian singer-songwriter Shakira; and in sales numbers don’t lie, either. Indeed, ‘sales is a game of numbers’ isn’t a cliché-it’s a fact. And numbers don’t lie. In fact, I remember a senior human resource manager, while preparing appraisals for the different departments in her organization, wished that she could make