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 disaster for organizations because not only does the organization often get rid of or loose the new manager, they also loose the sales they were bringing in as a top producer.

This week Joe and Mike discuss the pitfalls of promoting your best sales people into management and offer some advice on how to avoid it.

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

This week Guest Interview… Simon Cooper of Experiential Learning Center

Show Notes:

The SalesRoundup is included in the list of 15 Podcasts that will  make you richer!

Please check out the blog site of Patrick MCann

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
salesactionplan.com salesroundup.com

No related posts.

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 this 2 part series on territory turnaround, Joe and Mike talk about how a sales manager might go about accessing what’s wrong with an underperforming territory and give you a strategy and plan of attack for fixing it.

Listen to this weeks Sales Podcast

MP3 Stream  Download MP3

This week’s Master is: Kelly Guest of Media Mission http://www.mediamission.com/
Kelly has spent over a decade condensing information, studying and practicing what captures and keeps audiences. Kelly’s company Media Mission works with companies to teach sales people and others the techniques for crafting a powerful message and value proposition and skills that make you a better speaker and enhance your presentations.

Show Notes:

Listener John’s website for a Free GPS has stopped the offer, but here is the link just in case they start it up again. www.mygpsoffer.com  

http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

We mentioned two sales positions on the show.  If your interested send us an email.

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Sales Tips When Negotiations with Procurement

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 a four part series on first time sales managers Joe and Mike discuss the importance of getting a coach, what to look for in a coach and how to go about getting one..

Sales Podcast and Sales Blog

This weeks Master is:

Dave Kurlan, Founder of Objective Management Group, Inc.

Dave Kurlan is the CEO of David Kurlan & Associates and the founder of the Objective Management Group, international sales management consulting firms, both with headquarters in Massachusetts. He possesses more than 30 years of experience in all facets of sales training, sales management and consulting.

Courtney Benson,

Courtney Benson is a personal sales coach. She’s a technology industry veteran with extensive expertise in both early-stage pre-revenue companies and large publicly traded companies.

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.
Executive Luncheon, November 7 at Gillette Stadium
Date: November 7, 2007
Location: Gillette Stadium Home of the New England Patriots Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM Optional Tour of Gillette Stadium including field and locker room
Other Dates in other cities

Jim Ullery President Center for Organizational Energy, LLC www.energyseekers.com
Free White Paper “How to Create Sales Superstars” www.createsalesleaders.com

“First Who then What Get the right people on the bus… The wrong people off the bus and the Right people in the right seats” by Jim Collins

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Selling Consulting – On Time On Budget or Die!

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 first time sales managers Joe and Mike discuss some of the secrets to identifying the best sales people BEFORE you hire them.

Sales Podcast and Sales Blog

This weeks Master is:

Mike Brooks , From Mr. Inside Sales

With over 20 years of inside sales closing experience, Mike has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices.

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.
Executive Luncheon, November 7 at Gillette Stadium
Date: November 7, 2007
Location: Gillette Stadium – Home of the New England Patriots – Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM – Optional Tour of Gillette Stadium including field and locker room
Other Dates in other cities

Jim Ullery President Center for Organizational Energy, LLC www.energyseekers.com
Free White Paper “How to Create Sales Superstars” www.createsalesleaders.com

“First Who then What”  “Get the right people on the bus…  The wrong people off the bus and the Right people in the right seats” by Jim Collins

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 and Mike discuss how to assess your Human Capital you’ve been assigned as a sales manager from both a current and historical perspective.

Sales Podcast and Sales Blog

This weeks Master is:

Dave Kurlan, Founder of Objective Management Group, Inc.

Dave Kurlan is the CEO of David Kurlan & Associates and the founder of the Objective Management Group, international sales management consulting firms, both with headquarters in Massachusetts. He possesses more than 30 years of experience in all facets of sales training, sales management and consulting.

Courtney Benson,

Courtney Benson is a personal sales coach. She’s a technology industry veteran with extensive expertise in both early-stage pre-revenue companies and large publicly traded companies.

Mike Brooks , From Mr. Inside Sales

With over 20 years of inside sales closing experience, Mike has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices.

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.
Executive Luncheon, November 7 at Gillette Stadium
Date: November 7, 2007
Location: Gillette Stadium Home of the New England Patriots Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM  Optional Tour of Gillette Stadium including field and locker room
Other Dates in other cities

Jim Ullery President Center for Organizational Energy, LLC www.energyseekers.com
Free White Paper “How to Create Sales Superstars” www.createsalesleaders.com

Listener Maurice found a great seminar on using Mindjet’s MindManager with the complex sale check it out! Signup Here

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Selling Consulting – On Time On Budget or Die!
2. Sales Leadership 101

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 and Mike discuss how to assess the territory you’ve been assigned a s a sales manager from both a current and historical perspective.

Sales Podcast and Sales Blog

This weeks Master is:

Jeb Blount, Founder of Sales Gravy  http://www.salesgravy.com/

Considered one of the leading experts in sales and sales leadership, Jeb Blount, author of PowerPrinciples, has over 20 years experience in sales and marketing. Most recently he was Vice President of Sales, responsible for the largest region of an $11 billion, Fortune 500 Company. 

As a business leader he has extensive experience turning around and righting troubled organizations. He has a passion for growing people and the unique ability to see potential in everyone. Over the span of his career he has coached, trained, and developed thousands of Sales Professionals, managers and leaders.

As a leader, consultant and coach he holds a core philosophy that in every endeavor there are a handful of key principles, the basics, which, if focused on intently, will drive peak performance and achievement.

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.
Executive Luncheon, November 7 at Gillette Stadium
Date: November 7, 2007
Location: Gillette Stadium ”Home of the New England Patriots” Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM Optional Tour of Gillette Stadium including field and locker room
Other Dates in other cities

Jim Ullery President Center for Organizational Energy, LLC www.energyseekers.com
Free White Paper “How to Create Sales Superstars” www.createsalesleaders.com

Listener Maurice found a great seminar on using Mindjet’s MindManager with the complex sale check it out! Signup Here

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Sales Strategies and Tactics for staying in front of clients and prospects
2. Sales Leadership 101