Category Archives: Sales Management

5 Tips on Managing Remote Sales Reps

There is a growing trend for employees to work from home; in fact, it is estimated that 60% of the American workforce could be working from home by the end of the decade. Sales leaders may also have to manage sales team members who work in other offices across the country or even across the

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5 Sales Management Ideas for Handling the Summer Sales Slump

June has just started and the unofficial start of summer is here. For many people, this is a great time of the year with better weather and the associated summer vacations. For sales leaders, this could also mean a sales slump. Customers are away and sales could start to fall a little.   Your reps

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Working With Millennial Sales Reps: 6 Trends

Over the next few years, Millennials will become more important for sales organizations. Millennials will be roughly 50% of the USA workforce in 2020 and 75% of the global workforce by 2030.   This generation will cause a huge shift in the way your organize hires, manages, coaches, and plans your workforce. Like any generation,

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The Primary Responsibility for a Sales Leader is Ongoing Sales Coaching

Successful companies know that they should have sales leaders, not just sales managers.   The importance of the differentiation is growing more and more important. A great sales leader’s primary goal should be to help their salespeople improve through ongoing coaching.   Go back 10 or more years and often the sales manager was a

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Spring Cleaning for the B2B Sales Leader

As we head into the end of the month, and maybe the end of the quarter for many, most of the heavy lifting has been done. New reps have been hired and on-boarded, you are working on the last few opportunities to make your quarter, and you are probably looking ahead to the next quarter.

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March Break Professional Development Plans for Sales Leaders

March Break is a great time for sales leaders to think about their team’s plans for next quarter. It could be a little quieter in the office or maybe you have some down time on the plane. Making your sales team more successful will lead to you being more successful.   Here are 5 professional

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5 Tips on Closing B2B Sales for the Quarter

As we head into the first part of March, many sales leaders’ thoughts turn to the quarter end. Sales teams are working hard to make their quarterly targets. For many organizations, this is the start of their financial year and getting a start on meeting the plan goes a long way. Here are a few

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Why Sales Training Often Fails

Why Sales Training Often Fails: Sales training is one of the trickiest parts of a sales leader’s job. You can’t run a successful team without it; and yet, you might not have the time or budget to give your reps the training they need.   Sales leaders report training as their No. 1 challenge, according

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5 Ways To Relieve Sales Rep Stress in 2015

Sales is a high-pressure business. It’s always been that way. But simply stated, too much pressure and stress can derail even the best sales process. Fortunately, there are many ways managers can turn down the heat of stressful sales environments.   Let’s take a look at tools, approaches and best practices that sales managers can

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