Enablement & Operations

How do you want to reach your sales goals next year? How do you need to adapt your 2019 plan for 2020?

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Success is a partnership and all the elements need to be in place for a team to be effective. Synergy is amazingly powerful stuff when everything comes together.

Sales management is the weak link in the revenue chain. Sales meetings often reveal short-term or lazy mindsets and sadly waste the time of most of the participants.

Many companies are smoke and mirrors, promising sales reps the world to save the revenue line. Low morale and attrition are like an infectious disease. So How do you prevent disaster?

Hiring the right sales people is incredibly difficult. What defines the right sales person and how do you screen-out those who look good but can't deliver?

There are different types of sales managers you run into during your time in sales. You can learn something from most of them, but leadership being as tricky as it is, it’s often easier to point to how you get things wrong than it is to elucidate what makes one effective. These are the seven types of sales leaders you find on the sales floor, six of which you should avoid.

Sales reps represent your company to customers and prospects. A poor hire is not only costly but can also do collateral damage to your brand. It’s worth your time and effort to improve your sales hiring criteria and process.

Selling is going to continue to evolve—maybe more than other areas of business. If you are not actively working on getting better, you are getting worse. Don’t let the limits of your perception be the limits of your results.

When salespeople are not producing results and what can be done to fix it.

A good sales manager creates an environment conducive to an accurate sales forecast. They foster a culture of trust and honesty within the team, provide advice and support, whilst ensuring each member of the sales team is held accountable for their own forecast accuracy.