Category Archives: Sales Management Articles

A colleague forwarded to me a copy of the the Accenture report Connecting the Dots on Sales Performance. The report, which analyses the 2012 CSO Insights Sales Performance Optimization Study, is a bit outdated, but still contains many useful insights. We have pulled some quotes and added our own commentary. The report suggests that changing customer

There are many different types of sales roles, but traditionally there have been two main divisions in selling: those who sell to the people that come to them (inside sales, aka in-house sellers, aka inbound) and those that go out and hunt down their own prospects then close the deal (outside, those who sell on

One in every four people in the general population has better potential for sales work than 50% of the people already in the sales profession. And in reviewing the performance of employees for thousands of large mid-sized and small companies, we found that nearly 80 percent of the workers are not filling the jobs best

Sales has evolved immensely in the last 10 years and with the Internet driving much of that change and many sales organizations are wrestling with how to adapt their selling effort to these changes. One area of uncapped potential is social networks. Most companies view social media as a marketing channel to which messages are

The harsh reality of being in management is that along with the buzz you get giving someone a job and a chance to earn their living and work at something they (hopefully) enjoy, there will be times when you have to fire the very same individual and in sales unfortunately this invariably happens more often