Do your sales reps ever tell you the following story? They meet with a mid-level manager who is extremely interested in engaging your company to fix an issue.  This person willingly shares information regarding their perception of the challenges the company is facing and how personally committed they are to implement a solution.  The meeting ends with…

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It’s not a secret that in order to develop a sales team, management needs to spend more time coaching and mentoring and less time doing, problem solving and directing. Understanding the five levels of sales management is key in order for sales managers to focus on the levels that are the most productive. As illustrated…

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A colleague recently asked me, “What are the top mistakes salespeople make when the economy begins to slow down?”   I explained that during great economic times, most companies tell me their salespeople are good at closing business with existing accounts, bidding on inbound budgeted projects in new accounts or prospecting on smaller “quick-hit” opportunities. On…

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