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Hiring well is a critical skill for sales managers. Resumes don’t tell the whole story; you need to spend time with people to really know if they are a good fit. Read More

At times, sales managers have to put under performers on the proverbial “measured mile.” That’s when the sales person has a period of time to meet specific goals, improve performance, or face the potential of losing their job. Read More

 The phone conversation was pretty typical:  “Dave, we're starting a major training initiative with our sales organization.”  Or it may start, “Dave, Read More

 The other day, I was having a conversation with Jeff.  Jeff was a relatively newly minted sales manager.  He had been one of his company’s top revenue Read More

A few weeks ago, I posted Would You Fire Your Top Sales Performer.  It's generated quite a conversation on the various different sites that it's been posted.  Read More

Did our salesperson fail us, or did we fail them? The subject is important in thinking about our roles as sales managers and sales leaders. Who failed whom? Read More

One of the most important coaching roles a managers can play with the sales people they are coaching is getting them to think differently. In the press of everyday business, we get in a rut--I wrote about it a couple of days ago in "Momentum-Helping Us Or Holding Is Back?" In maximizing the perf Read More

An old colleague of mine had a great way of looking at things.  He and I would meet with thousands of sales people every year.  He woul soften comment:  The Read More

No one wants to have any more meetings than is necessary. But scheduling regular, predictable, meaningful meetings—and keeping them—helps you to produce greater results through your sales team. Read More

There was an interesting comment by Mohamed Saad at the Future Selling Institute LinkedIn Group. Mohamed raised an outstanding point about Sales processes being defined in a closed room, away from the sales people... His comment really resonated with me. Too often, I see organizations making real m Read More