Tag: Sales Management
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…Continue Reading
Most managers are addicts. They are helplessly, hopelessly dependent upon reports. This is especially true of executive management. And the more charts, graphs, and benchmarking statistics you can include, the better.
The trouble with reports is…Continue Reading
There aren’t many things that come easier to a sales manager than being frustrated with their sales team’s results. Sales managers flip back and forth between wanting to “fix” their underperforming salespeople and wanting to fire them.…Continue Reading