7 Sales Management Mistakes You Can’t Afford to Make

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Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture. That healthy culture needs to … [Read more...]

If You’re Not There, Neither Are Your People

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I spoke to five different sales organizations in January this year. Three of these sales organizations were engaged in a sales transformation. I want to describe the difference between one of those organizations and the two others. Leaders Engaged In the first two … [Read more...]

Four Laws for Transformations (A Note to Leaders)

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I started this week at Gerhard’s Sales 2.0 Conference in Philadelphia. G puts on a heck of a good show, and I always learn a lot. I was there to speak on Big Data, but I spoke on Little Data. Gerhard pushed all of us to share our best ideas about sales transformations. And he … [Read more...]

Weak Managers Focus On More Activity

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There are no outcomes without activity. But the right outcomes require the right activity. “More activity” is the answer a weak manager uses when they need better results. It’s easier to demand more activity than it is to determine the real outcome you need, determine the “right … [Read more...]

How to Make Your Number (A Note to the Sales Leader)

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If you want to reach your big goal as a leader, here is the recipe. It’s simple, but it isn’t easy. Start with hiring: Field the very best team you can. There isn’t anything that is going to help you more than starting with good people who care about and take pride in their … [Read more...]

Before You Take Another Bite

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Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for months. About three months. The year … [Read more...]

Make This Go Faster

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The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge, so that you know how to make a … [Read more...]

Adjust Your Own Mask First

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The safety announcement on an airline reminds you that, should cabin pressure be suddenly lost, you are to adjust your own oxygen mask before helping the person sitting next to you. Can there be a more perfect metaphor for sales managers and sales leaders? We live in the … [Read more...]

Three Must Have Reports from Your Sales Force Automation

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. There are three reports a sales manager must be able to obtain from their sales … [Read more...]

Dispelling Four Delusions (A Note to the Sales Leader)

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The allure of the magic bullet is a strong force. At times, it’s overwhelming, irresistible. The idea that there is an easy answer to a difficult question is a delusion. Here are four magic bullet answers that are really delusions. Believing Headcount Equals Growth: Adding more … [Read more...]

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