I have the great pleasure of working with top performing sales professionals in a variety of industries. Often an organization will reward their top salesperson by making them the sales manager. I can ...

Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people.

Getting your Trinity Audio player ready... Why is moving from a sales job to sales manager job so difficult? While the principles within the field are the same, the overall skills you need to succeed ...

Supervision is the first of four major skill sets that effective sales managers must possess, along with coaching, training and mentoring – which will be covered in subsequent articles. Supervision ...

These Sales Skills are Essential for Success. Here’s Why. The skills essential for success as a salesperson encompass much more than an extroverted and persuasive personality. Actually, it’s often the ...

The position of sales project manager may sound like a job in a large company, but small businesses also have projects, even if they are handled by a harried chief executive officer. Successful ...

In other words, you need to define the objectives prior to the call. Once you do that, implement these these five guidelines from highly successful Sales Managers: 1. Define the roles prior to the ...

Want to dramatically improve the performance of your sales reps? Learn how to role-play. Successful Sales Managers include role-playing as a vital part of coaching every week. Without fail, they know ...

Artificial intelligence, AI, is rapidly transforming work also in the financial sector. A recent study explored how integrating AI into the work of sales teams affects the interpersonal communication ...