Most people in sales management were promoted because they were high performing salespeople. They are highly skilled, extremely confident, and motivated to succeed. After starting
Certain things are fairly predictable in the sales world. One is that sales leaders are expected to raise their performance every year. Another is that
Motivating salespeople has always been one of sales management’s primary roles and one most managers felt competent to tackle until the Millennials hit the scene.
Can managers of sales managers who possess strong coaching and leadership skills really be blind to their key opportunities to have impact? Yes! While most
It’s a textbook reaction: the moment a merger or acquisition is announced, panic runs up and down the sales organization. Resources are immediately dedicated to
What is the secret to success as a sales leader? Most sales managers, especially new ones, believe the secret to success involves a combination of
Sales pipeline is a measure of sales activity effectiveness and is the discipline of analyzing sales effectiveness. Salespeople and sales managers who agree with this
Much is being said these days about “execution.” Everyone believes at some level what Business Efficacy espouses, “talk is cheap, intent is useless, and execution
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