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Driving Success Through Focused Input and Daily Engagement Sales management is both an art and a science. At its core, it revolves around fostering a culture of results, but the challenge lies in how those results are achieved. For many sales managers, the temptation to focus solely on end-goals—the sales numbers—can inadvertently create blind spots…

Actions to Start and Stop Doing Over the last twenty years, systematic surveys and interviews with salespeople that I have participated in have illuminated consistent themes that shed light on the effectiveness of sales managers. These insights hold profound value, offering a roadmap for sales managers looking to refine their leadership style and drive performance…

Having collaborated with hundreds of sales managers for over three decades, I’ve gained insights into the pivotal sales management skills that distinguish success from mediocrity. This article highlights four key practices that exceptional sales managers implement, setting them apart from their peers. 1. Superior sales managers observe their salespeople differently A common mistake I see…