Category Archives: Sales Management Articles

We all know the scene in Glengarry Glen Ross where Blake (Alec Baldwin) is talking to the reps. “These are the new leads. These are the Glengarry leads. And to you they’re gold, and you don’t get them. Why? Because to give them to you would be throwing them away. They’re for closers.” Most people

Selling Power Interview with Dave Stein discussing approaches to sales training. His company, ES Research, helps sales management and corporate training organizations evaluate, select and implement sales training and productivity improvement programs. Some interesting notes from the interview: US companies spend $4B per year on sales training only 20% of companies measure the effectiveness of

Tuesday, I presented at Engage Selling’s third annual Powerhouse Sales Event and shared insights into building a winning sales team. Great turnout, sales managers from many sectors and some good questions from the audience. Here is a link to my presentation. –)) Build a Sales Team that Delivers relpost-thumb-wrapper Related posts Focus 360 Builds-First U.S.

Still a hot topic is how to manage Gen Y members of your sales team (those born after 1981). It is a common frustration I hear when speaking to sales leaders and business owners and we have blogged about it in the past. Managing over the generations I came across a an article by Sales

Last day of the quarter and it is never over until it is over. Here is some inspiration to keep you going during the last hours of the quarter – read whichever is appropriate: IF YOU ARE STILL WORKING TO HIT YOUR TARGET: “Pain is temporary, quitting lasts forever” – Lance Armstrong IF YOU ARE