Sales Management Matters

Top performers in sales organizations are recognized, applauded, and held up as the standard? to aspire to by other members of the sales team. At quarterly or annual sales events, the leaders are recognized for their revenue performance and growth. Metrics, in other words, are the standard bearer of success....Read more

Fall – the time of year when sales compensation managers review pay plans, dissect performance data, and determine next year’s sales comp plan changes. It’s also the time of year when freshmen college students are matriculating in Literature 101 classes, reviewing syllabi, buying books. Coincidence? Hardly: turns out that sales...Read more

There are lots of terms that get tossed around by sales forces, such as “sales process” and “sales coaching,” and many of these have very vague meanings. Another term that we frequently hear used in various ways is “sales enablement.” Sometimes this is a code word for a sales operations...Read more

When the CEO says “We need a defined sales process”, what are they really saying First, the CEO clearly has a belief that process will increase sales. Secondarily, I believe the CEO is asking for a repeatable, visible and measurable system that replicates top sales performers. The devil is in...Read more

Sales Enablement software has a solid foothold in many sales organizations. Better than the knowledge management platforms it replaces, Sales Enablement solves a common sales force “distribution” problem; that is, the problem of distributing marketing content to, and through, the sales force. Sales Enablement’s oft-stated purpose is to provide the...Read more

CRM and Sales Force Automation have been with us for several decades now, and most companies have gone through many iterations of the constantly improving technology.  From basic contact management to advanced data analytics, Rolodexes and spreadsheets have been replaced by sophisticated technology platforms that are increasingly easy to deploy...Read more

Why do Slumps happen, and how to can we coach reps through them Salespeople have at least one thing in common with pro baseball players: Slumps. All major leaguers ? even all-stars ? go through extended periods where they can’t get a hit. Pressure builds. Confidence erodes. After a while...Read more

By 2025, 3 out of every 4 workers worldwide will be Millennials (Time). Is that shocking to anyone else? One of the most impassioned discussions I heard at Columbia University’s recent Sales Thought Leadership Conference surrounded the younger generation and how they communicate in the workplace. Many were irked by...Read more