Are You Venting or Just Making Excuses?
A colleague recently posted a rant about the quality of the leads she was handling on an automotive industry social network. As a part of her diatribe on her most recent batch of Internet sales leads, she gave some great examples of just how bad the leads really [...]
Filed in Business Situations, Sales Management One Response so far
Too Much Technology…
When working to help an underperforming business unit (in my real job) grow their revenues, I always discover instances where the unit has purchased some widget, gadget or other magic bullet designed to help them sell more.
Although well-meaning, the manager who made this purchase generally believed against all his or her own [...]
Filed in Business Situations, Leadership Observations, Management Training, Sales Management 3 Comments so far
Sales: It’s Nothing Personal
A salesperson who works for one of my company’s primary vendors – someone who happens to be a former coworker and a person I considered to be a friend – just lost a bid with my company. The vendor had held this business for the past several years and we were nearing [...]
Filed in Sales Management 2 Comments so far
Reciprocity – Sales Training 101
From a very early age, we all learn about reciprocation. That is, when someone does something nice for us, we tend to do something nice for them. As humans, most of us don’t want to be indebted to someone else – especially someone we barely know.
In sales, we often forget [...]
Filed in Management Training, Sales Management No Responses yet
The Best of the Sales Management Blogs
A colleague asked me this week about my first commissioned sales job – he, too, started in sales and worked his way up to management. After a few minutes of friendly banter about old school sales managers and the like, we went back to our regular grind.
Reflecting back [...]
Filed in Management Resource Lists, Sales Management No Responses yet
The Best of the Sales Management Blogs
The editors of AskTheManager.com pulled some of the best posts and articles from the past couple of weeks and assembled them here for your reading pleasure. Enjoy!
Selling is a Profession to be Proud of
I am a sales trainer and coach; I am a sales management consultant; I am a [...]
Filed in Management Resource Lists, Sales Management No Responses yet
New Managers – Avoiding the Inevitable Traps
AC from Saskatoon, Saskatchewan (that’s in Canada for the geographically challenged leaders out there) wrote us in August for some advice on how to gain respect as a new manager. To read her original concerns and our response, please follow this link.
We were anxious about her situation, because [...]
Filed in Business Situations, Management Training, Sales Management One Response so far
The Best of the Sales Management Blogosphere
As is our custom at AskTheManager.com, we’ve scoured the Sales Management Blogs to bring you the very best posts and articles from the past week.
For the past several months, we’ve paid close attention to the Leadership Development, Management Training, Time Management and Sales Management Blogs, and we have [...]
Filed in Management Training, Sales Management No Responses yet
