Entries Categorized as 'First Time Managers'

Sales Leadership 101

Date November 16, 2009

Sales Leadership 101 In a majority of sales organizations its standard practice to promote the top sales people into management positions.  Unfortunately its also standard practice to cause these first time sales managers to fail by not providing them the training and support they need to make the transition into management. This is a double […]

Ten tips to a territory turnaround plan Part 2

Date November 10, 2008

Turning around an underperforming  sales organization Part 2 of a 2 part series Congratulations!You been selected to be the next sales manager. The only problem is the operation you’ll be managing has been underperforming for a long time and you will sink or swim based on your ability to turn it around. In part 2 of […]

Management Coaching for First Time Sales Managers

Date October 21, 2007

Getting a Sales Management Coach. Part 4 of a 4 part series on first time sales managers It’s a fact that just like star athletes the most successful sales managers have coaches. Having a sales management coach is especially important for first time sales managers given their high rate of failure. In this last part of […]

Sales Hiring for First Time Sales Managers Part 3

Date October 14, 2007

Hiring the Right Sales People. Part 3 of a 4 part series on first time sales managers Hiring the right sales people has a tremendous impact on the success of any Sales Force.   But how does a sales manager figure out who the best candidates are?  In this third part of a four part series on […]

Sales strategy for first time sales managers. Part 2

Date October 7, 2007

Assessing your Human Capital. Part 2 of a 4 part series on first time sales managers Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life hence the high failure rate for first time sales managers. In this second part of a four part series Joe […]

Sales strategy for first time sales managers

Date September 30, 2007

Assessing your territory. Part 1 of a 4 part series on first time sales managers Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life hence the high failure rate for first time sales managers. In this first part of a four part series Joe […]