It was pretty potent week for the Sales Management bloggers. This week the editors of AskTheManager.com found some good Sales Management and Sales Training advice in the following posts and articles, with the best stuff coming from Paul McCord and Brad Trnavsky: Attitude and the law of attraction. By Brad Trnavsky A few days ago […]
Does Competitive Product Knowledge Have A Value? How important is it for a salesperson to know about and talk about a competitor’s products and offerings? I’ve heard strong arguments on both sides for whether or not to talk about the competition in a corporate appointment. How important is it for a salesperson to […]
Q. I’m a sales manager who manages three separate sales offices that are 40 miles apart. What are your thoughts about using a blog to communicate company news and events, and deliver sales training to my teams? Andy in Ohio Great question, Andy, and great idea. There are literally thousands of companies who use blogging […]
Taking Over an Existing Team – Part 3 of 3 This is the third of three posts detailing a few quick tips I used when I was hired to take over an underperforming sales team ranked last in their region. Within six months, this team became the number one sales team in both […]
Management by Questioning… Not the most electrifying title for a post, I know, but an important topic nonetheless. A friend who owns a successful business recently lamented that his sales teams were ineffective selling into the “terrible economy” we’re faced with today. I was surprised, because this man has always done a great job driving […]