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Sales Management

Listening is considered one of the great sales skills. You have to be a great listener -we're told. Do a survey of 10 salespeople who are great listeners, and ask them what they heard during the last sales-related conversation. It will sound something like this ... They have to do...
As a sales manager, it's an easy trap to fall into. You encourage a high work rate and high levels of activity. All necessary to succeed in sales, but then you notice something; your salespeople start to measure progress in terms of "work completed", but don't seem to be...
The background music in the sales world is based on the "get the sale" tune. Just listen to what happens in the weekly sales meeting; the conversation is all around closing, making the sale, how excited the customer is, how big the opportunity is. It's  "happy ears" noise that...
Sales is often the poor relation of business functions. It receives reluctant and restricted investment, even from shareholders whose return-on-investment can lie largely in the hands of sales. Where investment does take place in sales, it's usually limited to hiring a "good" salesperson i.e. a rare find who just makes...
This is the second article in our Building Sales Capability for the 2020s series. It's a foundational piece that looks at how to track progress in a sales pipeline in a meaningful way that produces accurate sales forecasts - the cornerstone metric for all effective sales organisations. Sales organisations are...
This is the first in a series of weekly posts exploring what sales and sales capability will look like in the decade of the 2020s. Specifically, the series will look at best practice for building sales capability for competitive advantage, especially in the SMB sector where firms need to...
DOWNLOAD NOW 1 What are the most important elements of a - critical -sales role?  2 What are the profile characteristics of the people most likely to success in that role?  3 What are some of the key questions to ask at the early interview stage? Here is a proven high-level set...
DOWNLOAD TOOLKIT The default approach to sales hiring is to develop a high-spec salesperson profile, for a barely defined role. In other words, we go searching for a salesperson with a long number of traits, experiences and abilities, for a role that is loosely described. It perpetuates the approach that...
Sales managers, particularly when they are new to a company or team, can end up with many priorities and many strategies that need to be implemented. It's easy to fall into a whirlwind of stuff and miss what matters most - shaping and influencing individual salesperson or Account Executive...
A powerful tool for maintaining the right pace and direction in a sales operation is the weekly sales review meeting. In many companies these meetings have become a forum for discussing operational and non-sales issues - "stuff" that might be urgent, but hardly ever important and not contributing to...