Rethinking Sales Today
Today, more organizations increasingly are facing more competition, rapidly changing technology, slower market growth and less product differentiation. This trend requires business development professionals to manage more accounts, build stronger
Is your sales manager managing time well?
Is your sales manager balancing priorities properly? How do you know? Today a big question faced by most executives is, what is my sales manager doing and what should he
Four key steps
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The difference between leading and managing
[vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column width=”2/3″][vc_column_text] Leadership and management are often misunderstood as one in the same. They are not. Certainly, a good leader should be able
What It Takes to Hire A Truly Great Sales Team Leader
So often I hear CEOs complain about their sales manager. “He was the best salesperson I’d ever had but once I promoted him, his team has rarely performed up to
Tracking the Right Things for Your Sales Team
I recently spoke to a large CEO group, and I asked a very simple question: “What do you do to track your salespeople?” A lot of them didn’t have an
Are Sales Leaders Hiring the Wrong Salespeople?
Hiring is such a bone of contention with me. Sales leaders think they know how to hire, whether it is from experience in their industry, a résumé that reads like
5 Reasons Not to Leave a Cold Call Voice Mail
“When I am cold-calling, what should I leave on a voice mail message to get a call back?” I get this question about once a week and, yes, it’s the
Don’t Make ‘Howdy’ Calls
I see the same mistakes every day when companies hire salespeople. If you aren’t guilty of all of them, I bet you are guilty of at least a few. Salespeople
Top 5 Sales Hiring Mistakes
I see the same mistakes every day when companies hire salespeople. If you aren’t guilty of all of them, I bet you are guilty of at least a few. Salespeople
Value in the Peer Group Concept
In my vast experience in speaking to CEOs in peer group organizations, such as Vistage, YPO and others, I am impressed with the ability to create accountabilities for a CEO
These 3 Things Make a Great Sales Manager
These 3 Things Make a Great Sales Manager By Greta Schulz Q. I have been a CEO of a tech company for over 10 years. I have been overseeing our