Sales Management Newsletter

An unfortunate part of the sales manager's role is that occasionally the delivery of bad news is required. We've covered some of the techniques for initiating unpleasant conversations with your reps, but what do you do when the tables are turned? How do you handle it when a boss says he doesn't like how you treat your people or a coworker complains that you monopolized the last meeting? Or when someone says something derogatory about your clothing choices? When we receive criticism, our instinct is to protect ourselves. Typically,...read more.

Sales leaders are under intense pressure to produce results with fewer resources than ever before. As a result, it's essential to discover where you can get the greatest return on your investments. According to Jerry Cahn, managing director of the Extraordinary Sales Performance Institute (ExSP), the answer lies in your top performers. ExSP recently completed a benchmark study in which they found that the top 15 percent of sales teams contributed 32 percent of total 2008 sales. Factoring in the next 25 percent of performers,...read more.

In an era when companies are operating with reduced budgets, dispersed sales teams, and an ever increasing rate of product obsolescence, a growing number of organizations are putting their product and sales training online. The trend makes a lot of sense – or it would if organizations were doing it right. Unfortunately, in their migration to online learning, many companies have simply taken their classroom training or the reams of materials in their binders and put them on the Web. So rather than reading PowerPoint slides in a classroom,...read more.

Are you where you want to be in your life, at the top of your game feeling like you're fulfilling your purpose in life? Or do you feel stuck, not sure how to move forward? For most people, it's the latter. And the secret to busting out of that place is to forge close relationships with an inner circle of advisors. Three is ideal, says Keith Ferrazzi, CEO of Ferrazzi Greenlight, and a widely renowned expert on relationships.
...read more.