Sales Management Group

Sales Management

How to Improve Sales Performance- Part I

This is Part I of a two part series on improving sales performance. Part I focuses on sales management, Part II on sales reps.  How do you measure sales performance? That’s easy. Look at sales.  Well…. It’s not that easy.  Revenue is a result, an output. It tells you what happened. If it’s below forecast, […]


You Don’t Need More Sales Reps. You Need More Productive Sales Reps.

  CEOs, sales leaders and private equity investors want sales growth. But they don’t want to hire more reps to get that growth. Many companies don’t need more sales reps either. They need more productive sales reps.  To increase reps’ productivity, CEOs, sales leaders and investors need to ask themselves two questions: (1) Is the […]


Coach Your Inside Sales Reps to Think Like Derek Jeter

Inside sales reps play a very important role in the sales process. They identify, qualify, and nurture the leads that ultimately turn into sales. To connect with leads, they use cold calling and emailing. And they face a great deal of frustration because it’s not easy to reach prospects.   And even when they reach […]


Give Your Reps More Selling Time

According to a CSO Insights Sales Optimization Survey, most sales reps are actually selling only two days a week. What are they doing the other three days? Look to your right. If you could give your sales reps even a half day more selling time, just think how much that would be worth to you.   […]


How to Construct a Sales Pipeline – Part II

In our last post, How to Construct a Sales Pipeline – Part I, we discussed the first three steps in constructing a pipeline:  Define your sales stages Assign your company’s historic closing probabilities and timeframes for each stage Populate the pipeline with your deals  4. Create a Sales Forecast The fourth and final step is to […]


How to Construct a Sales Pipeline – Part I

In our last post, Why You Need a Sales Pipeline, we explained the importance and benefits of a pipeline. Essentially, a well-constructed pipeline helps sales representatives, sales VP’s, and senior executives do their jobs more effectively. In this post and the next, we will explain how to construct a pipeline. There are four steps: Define […]


Why You Need a Sales Pipeline

Why You Need a Sales Pipeline A well-constructed sales pipeline is a potent management tool. It helps: The sales rep manage her territory The Sales VP manage the sales team The senior executive team manage the business But there is a caveat. The adage “Garbage In, Garbage Out” applies here. If the sales reps use […]


Even Great Sales Reps Can’t Do It All Alone

  This is a quiz. Great salespeople succeed because (check all that apply): (a)    They can sell anything to anyone (b)   The don’t need any company support (c)    They develop their own messages, strategies, materials, and processes (d)   None of the above If you chose (a) – (c), you’re wrong. The correct answer is “None […]


Is Your Sales Team a Well Oiled Machine?

Well, it’s happened again. Your sales team missed its first quarter number. Round up the usual suspects. Schedule (the inevitable) quarterly tongue lashings. Alert the HR firing squad. Someone is to blame. Someone must pay. Wait a minute! Is the problem the people or the processes? Figure that out first. Do an audit. Find out […]


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