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Category Archives: Sales Management

Coaching – the Sales Manager’s most important tool

February 14, 2012 – 8:45 pm

“Catch a man a fish, feed him for a day.  Teach him how to fish and feed him for life”  – unknown. Of all the tools available to a sales manager to drive the performance of individuals in their team, coaching has been shown to be the most important in terms of achieving business results.  […]


Fishing where the fish are – segmentation

February 14, 2012 – 8:24 pm

The span of control for first line sales managers can now be is high as 12 or 15 sales people, so the amount of joint customer calls is greatly reduced.  So being able to control where the sales team are spending their time is key to making the team’s numbers. This is a massive topic, […]


Creating meaningful value propositions

February 14, 2012 – 8:13 pm

The first answer to the question “what can sales people do differently” is to educate their buyers, adding value by teaching them something they don’t already know.  This approach takes time, skill and resource, but ultimately is the only way to differentiate themselves from the competition.  To do this, sales people need to be able […]


The changing requirements of the buyer

February 14, 2012 – 8:00 pm

The starting point in the redefining of any customer facing activity should be the customer.  So what has happened to the patterns of buyer behaviour that means we have to review the way we sell to customers? Original sales training was focused on getting sales people to fully understand the features and benefits of their […]


Business Development Strategies

January 30, 2012 – 5:34 pm

Times are tough, customers are delaying decisions, business is very competitive, customers are more purchasing savvy than at any time and they really don’t want to be sold to by sales people.  But no-one told you that selling was easy! So what is the standard response from sales managers (VPs/Directors/managers) to this situation?  Unfortunately it […]


The Law of Unintended Consequences

August 4, 2010 – 3:06 pm

It is interesting how companies and governments often fall into the trap of the law of unintended consequences. The basic idea of the law is that we try and set rules to create one set of outcomes but people (and sales people are really good at this) think of ingenious ways to use the rule […]


Qualification Acronyms – Instant Sales Guides

June 14, 2010 – 11:36 am

Acronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification.  To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]


The Art of Sales Management

June 9, 2010 – 1:23 pm

Following on from the post “The Art of Sales”, I thought it might be useful to list some questions that can be used by sales people under the 5W’s and 1H headings. These are also the types of question I would use as a sales manager to see if my sales person really had a […]


Sales Energizer – SMARTER Questions

June 6, 2010 – 5:09 pm

As I wrote the last two posts on SMARTER questions, I thought of an exercise I do in workshops that would make a great energizer for a sales meeting. Basically, the sales manager starts the session with a 10 minute discussion on the value of SMARTER questions using the information in the posts and on […]


The Role Of The Sales Manager

April 26, 2010 – 10:59 am

Have you noticed over the last few years how the role of the sales manager has changed?  In the good old days, the sales manager’s mantra would be “how can I help you win the business”, “what resources do you need to win the business”; “can I speak to your contact’s boss to develop the […]




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