Sales Management

Sales targets such as 500k or 1 million mean nothing until you convert them into activity. In fact, until you convert your sales targets into a daily routine, they are meaningless. Suppose that to hit your Year 1 target your manager tells you that it will likely require talking to...
If a fraction of the selection criteria applied to salespeople were applied to other business or technical or operational roles, few if any would be chosen. When we are hiring salespeople we get liberal with the wishlist. We pick traits and characteristics at random, hoping we'll eventually meet the superhuman...
If your company has received investor money - especially of the VC variety - there is a certain type of sales hire the investors need you to get right. It's the sales hire who can do three things that light a fire in a growth company: 1 They can close...
Gone are the days when you could call 20 people, get through to at least 10 of them and get an appointment with 4-5 prospects. Today, "success" means getting through to 1 out of 20 people you call, and that's on a good day. The big change has been that...
If you're a B2B post-startup, expansion or growth company the chances are you hired salespeople first and marketing people later. And the reason is usually simple; (good) salespeople directly generate cash, while marketing is seen as a net cost. If however, you look at companies that have managed to scale...
Many salespeople work for companies that don't have a full-time or formal sales manager. They will have a "boss" - usually the CEO or founder - but he or she will not devote the time to "sales management" that would be normal in a larger company. At least 50% of...
Seniority in sales is often seen as a progression from "basic" work such as prospecting and new business acquisition to more complex work such as "account development" and "solution" selling. The reality is that real sales work never changes and while tools may have changed, real-world selling still involves...
When we are unclear about the type of customer that suits our business, it holds back sales, salespeople and the growth of the company. The starting point for your sales onboarding programme should be a discussion about your ideal customer i.e. the type of customer who is good for...
Some growth SMEs postpone hiring a sales manager (or "Sales V.P.") for as long as possible or until they get "big enough." What often happens is that they never get big enough. The reluctance to hire a "manager" in favour of hiring a salesperson is understandable; the sales world...
A big shift is taking place in how growth B2B companies are hiring salespeople. Progressive companies have realised that hiring the "right" salespeople is at best 50% of the work that it takes to end up with a successful hire. The other "50%" is about the sales environment that...