Category Archives: Sales Management Articles

A colleague sent me this speech on winning by Vince Lombardi. It is so good, I had to post the whole thing. If you set this example it will infect the culture of your sales and influence your reps to be excellent themselves. Just brilliant. Winning is not a sometimes thing; it’s an all the

Selling Power released its Selling Power 500 which analyzes the top sales forces in the US. Interesting to note that the total number of sales people has risen since 2009 – a small piece of good news amongst corporate down sizings. The total number of salespeople employed by all 500 companies listed adds up to

Picture the perfect sales manager. Happy customers, happy staff, all the sales reps are at target, zero turnover, all their hiring decisions are great and sales are growing. I know a few sales managers that live in this kind of a picture, but this is the exception rather than the rule in most companies. If

Many years ago when I was a sales manager for the first time, I led a small team of four reps selling Internet solutions. I can recall one period when two of the reps were not meeting quota. I was very clear about their performance and what needed to happen in order for them to

Want to cut the failure rate of your sales reps? Set yourself apart from the average team where 25-50% of reps fail and exit during the first year? Include these steps in your on-boarding process and, assuming you picked right in the first place, almost every rep you ever hire will stay with you to