Sales Management Challenges: 6 of 6 - Managing for maximum performance

In the current market, we are seeing some complacency creeping into how sales leaders are operating. They seem to be thinking, "Business is going well, so what do we need training or development for?"  This doesn't refer to you, of course. You would not get complacent--you are far too professional! I'd like to share the benefits of my 30-year experience in sales and marketing with you. This series of blogs tackles 6 of the top sales management challenges with sound advice and a practical ... Read more

Sales Management Challenges: 5 of 6 - Gauging experience as you hire your Team

The poet Ralph Waldo Emerson is quoted as having said, "The years teach much which the days never know." In general, I agree. HOWEVER, it depends what kind of education is happening during those years. I'd like to share the benefits of my 30-year experience in sales and marketing with you. This series of blogs tackles 6 of the top sales challenges with sound advice and a practical 'do today' tip. Sales Challenge #5: How to measure the experience of your team 10 years exper ... Read more

Sales Management Challenges: 2 of 6 - Building the Right Team

A recent article in the Harvard Business Review reports on current research into teamwork. It seems that the fault may lie more with managers who do not know how to get the best out of their teams rather than the team members themselves. I'd like to share the benefits of my 30-year experience in sales and marketing with you. This series of blogs tackles 6 of the top sales management challenges with sound advice and a practical 'do today' tip. Sales Challenge #2: Considerations for building ... Read more