Entries Categorized as 'Management'

The SalesRoundup Holiday Show

Date December 30, 2009

Sales Podcast and Sales Blog Listen to this weeks Sales Podcast [Audio clip: view full post to listen] MP3 Stream Download MP3 Sales Podcast and Sales Blog SalesRoundup.com

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 […]

What is Your Sales Therapy

Date August 10, 2009

What is Your Sales Therapy? In order to be in Sales you have to be “on your game”.  It’s a high stakes game with little tolerance for slackers.  You need to perform a high level for an extended period of time to be successful.  In much the same way as race cars take pit stops […]

Drive by Sales Leadership

Date June 8, 2009

Drive by Sales Leadership Drive by Sales management. Most of us have experienced it one time or another.   Hopefully none of us are guilty of being one. So called Drive by Sales managers are managers who don’t focus on helping their sales people close business. They are too busy managing by numbers or performing tasks […]

Dealing with a new sales manager

Date May 26, 2009

The God’s gift Syndrome Dealing with a new sales manager. Did you ever work for a company who hired a new senior sales manager and both the company leaders and new manager acted as if they were god’s gift to sales? They run around the organization touting how “everything is now great” and that the […]

A plan to deal with a psycho sales manager

Date December 8, 2008

What to do with a psycho sales boss Is your boss insane?  Does your boss interfere with your ability to sell? Does he/she ask you to do things that don’t make sense and seem like a waste of time? What do you do if your boss is a complete psycho?  In this episode of the […]

How to get through a sales performance or territory review when you’re not doing well

Date September 29, 2008

Putting lipstick on the pig    Your performance this year is not materializing the way you planned.  Your sales are down and you are no where near your quota.   Just when you think things couldn’t get any worse your manager (or even better some corporate sales exec) needs to meet with you to do a performance […]

Sales Metrics to Focus on in Tough Economic Times

Date June 9, 2008

Measuring the Dollars in the Door What do you measure to predict future sales performance?  Is it the number of cold calls made?  The number of face-to-face visits?  The number of opportunities in the pipeline?  Those gauges are important to monitor but how realistic is it to rely on them to forecast sales?  Do those […]

Sales Territory Management and Planning

Date April 20, 2008

Deal or No Deal Part 3 Dealing with Procurement Bullies Don’t leave money on the table Did you ever get the feeling right after you closed a deal that you could have made the deal bigger?  And how many times have you run into the bully from procurement when its time to negotiate? In episode […]

Managing your Sales Management

Date November 18, 2007

Stupid Manager Questions! And how to respond to them. How often has someone in your sales management asked you a question that on the surface appeared stupid or annoying? In this episdoe Joe and Mike talk about some of the stupidest sales management questions and, more imnportantly, how you should respond to them. Sales Podcast […]

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 […]

Managing your Sales Manager

Date August 12, 2007

Managing your Sales Manager! Sales Managers vary widely in their sales knowledge and management style.  Learning how to work with your sales manager and leverage his/her strengths can make a big difference on your sales results. In this episode Mike and Joe talk about managing your sales manager to help you be more successful. Sales Podcast […]

Sales management training for first time sales managers

Date July 8, 2007

 Triage for the First Time Sales Manager  It’s a fact that first time sales managers have a high failure rate. Even the most seasoned sales professionals struggle to make the transition.  Joe and Mike talk about how first time sales managers can increase their chances for success. Sales Podcast and Sales Blog This weeks Master is: […]

Sales Coaching for Sales Professionals

Date June 10, 2007

When the going gets tough, the tough get Coaching – Sales Coaching is a great way for Sales professionals to hone their Sales and Sales Management skills.  Joe and Mike discuss different approaches to getting good Sales Coaching. Sales Podcast and Sales Blog This weeks Master is: Kelly Kimball Executive Life Coach (212) 929 -1984 […]

Live From the Vendini Sales Office in Boston MA.

Date June 4, 2007

Vendini is the fastest-growing ticketing solutions provider in the industry today. They provide dependable and easy-to-use integrated ticketing solutions for any-sized venue. Mike and Joe have a “fire side chat” with the Boston based sales team. We discuss the challenges of a new successful expanding company delivering the latest solution within the integrated ticketing market. […]