Category Archives: Sales Management Articles

If you are like many sales managers right now, you are looking at least a few members of your sales team underwater on their targets. Perennial top performers hit their numbers in good times and bad, but 80% of reps experience challenges hitting their numbers, even in good times. Here are some steps you can take to get more sales

Spending on marketing vs. spending on sales in B2B companies? The debate over which path yields higher results will continue into perpetuity. In a recent SoftwareCEO.com article, author Maureen Blandford asks some good questions about how marketing investments actually benefit B2B sales: “what happens if you stop producing marcom material, for a year? And most

We all know how hard it is to get the sales force to review losses. When big deals are lost, it is typical for the reps to feel increased urgency to close the next deal – the targets aren`t sympathetic. But managers can gain valuable insight from analyzing losses across the force. Good post by

Salesforce Inc. is a household name in the Customer Relationship Management (CRM) area. A pioneer in providing sales and marketing information and support over the internet, the company has gone a long way to becoming the most sought-after solution for on-demand CRM support. But they are not alone in the market. Two years ago, Oracle

I just read The Ultimate Sales Machine by Chet Holmes (thanks Colleen for sending me a copy!). Great book covering sales, management and personal productivity. One basic premise in the book is that success comes from discipline and determination. Working hard and smart. Early in the book, Holmes comments about the link between hard work