Sales Leadership Blog

3 Mindset Changes New Sales Managers Must Make

There is no more difficult career transition than that which occurs when a salesperson becomes a new sales manager. Overnight, the salesperson has gone from being in control of his or her own destiny, to having his/her performance completely defined by the performance of others. This is a stressful time for new sales managers. Senior leadership […]

By |2019-05-15T14:20:19-07:00May 15th, 2019|Sales Leadership Blog|0 Comments

3 Things Strategic Sales Managers Do Differently

Strategic sales managers take time to think critically about the crucial role and responsibility they have for improving their team. Trouble is, most sales managers don’t set aside time to think. They are so crazy-busy fighting daily “fires” that it’s easy to skimp on the strategic thinking front.

Harvard guru Michael Porter defines “strategy” as doing […]

By |2019-03-11T06:11:39-07:00March 11th, 2019|Sales Leadership Blog|0 Comments

Hiring Salespeople: 6 Must-Have Techniques for Making Better Hiring Decisions

Every experienced sales manager knows how costly it is to make a bad hiring decision because that bad hire takes a lot of your time and attention and then doesn’t contribute anything. Here are six “must-have” techniques that successful sales managers can use when hiring salespeople.

Ask for a “Memo of Understanding” from the Candidate

A VP […]

By |2018-08-20T13:40:51-07:00August 20th, 2018|Sales Leadership Blog|0 Comments