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Sales Management Workshop Blog
Articles for anyone leading a sales team—and owning the number.
Leadership • Planning • Hiring • Coaching
HBR’s The Essentials, A Book I Highly Recommend For Sales Managers
HBr's: The Essentials Is A Must Read Success as a sales manager means more then understanding your numbers and your sales process. Sales management also means understanding the ins and outs of business. The Essentials, part of Harvard Business Reviews 10 Must Reads...
Which CRM System Should You Use To Manage Your Sales Team?
A Well Developed CRM Systems Provides An Excellent Management Tool There are lot’s of CRM systems out their today. One of the biggest questions I get is what CRM, (Customer Relationship Management) solution should I use and why? As a sales manager, one of the keys to...
Developing Your Sales Meeting Agenda
If Your Sales Meeting’s Important, Have a Plan Having a sales meeting means bringing your salespeople out of the field. No client visits, no prospecting, and no revenue. This means your sales meetings can either be a tremendous waste of time, or an opportunity for...
The Sales Process: Do You Own It?
Having a Sales Process is Key to Developing Sales Consistency As a sales manager, when you own your sales process, you’re on track to mastering the art of developing repeatable results from your sales team. As a manager, you have a choice. You can build your fortunes...
The 8 Biggest Myths About Sales Success
Sales success is often misunderstood People have misconceptions about what it takes to be successful in sales. To set the record straight, I’d like to dispel the eight most prevalent myths about selling, the sales process and sales success. Sales success belongs to...
Sales On Boarding Process Part Two: Developing Your On Boarding Program
Putting Your Sales On Boarding Program Together If you read “The Sales On Boarding Process The introduction,” you have a list of what your new sales person needs to know. The key now is to develop an on-boarding agenda and establish a timeline for when you are going...