| | | Your Sales Management Guru | | | | 5 articles |
| Page 1 of 1 | Previous | Next | YOUR SALES MANAGEMENT GURU OCTOBER 24, 2011 Sales Leadership: It’s time to gear up your recruiting! Sales Leadership: It’s time to gear up your recruiting! . have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. At this time of year, like it or not, every salesperson is assessing their current status, their organization, what they are selling and a pending new compensation plan in 2012. What should you do? Place a display advertisement in the business section of your local paper-not in the help wanted section. Call them. Set up a referral bonus plan. | YOUR SALES MANAGEMENT GURU OCTOBER 31, 2011 Sales Leadership: Making Monday’s Marvelous Sales Leadership: Making Monday’s Marvelous. In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager. As I am sitting the airport, on this Monday morning, on my way to New York City to speak at an event it occurred to me that those first two or three hours on Monday morning are critical to set the tone for the week. However, as a sales leader you need to be prepared before that alarm goes off on Monday. These are not in priority order. | | | | | |
| YOUR SALES MANAGEMENT GURU OCTOBER 3, 2011 Align Sales Compensation with Your Goals Align Sales Compensation with Your Goals. compensation plan that works. Note: This weeks blog is a excerpt from my new book: “Creating High Performance Sales Teams” When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Sizing It Up. How long are your delivery cycles? | YOUR SALES MANAGEMENT GURU OCTOBER 17, 2011 Sales Leadership: Zen & The Art of Golf Sales Leadership: Zen and Art of Golf . One of my more popular blogs last winter was “Zen and Art of Snow Shoveling” based upon the famous book: Zen and Art of Motorcycle Maintenance and after yesterday I thought I might leverage that title one more time. Yesterday was a lovely fall day in the Smoky Mountains. The sky was bright blue, no clouds, the leaves are changing into brilliant colors, the air was warm and I had a 1pm tee time. Unbeknownst to me another couple had signed up to play with my wife and me. On the first hole I was somewhat nervous, but made a double bogey on a long par 5. | YOUR SALES MANAGEMENT GURU OCTOBER 10, 2011 Corporate Entrepreneurship: Good for Small & Large Business Corporate Entrepreneurship : Good for both small and large business. My reading pattern normally is to read a “business book” then switch to a “fun book” and then back to a business book; this routine allows me to read a diverse number of books and keeps me current and thinking creatively. The latest business book I finished is titled: Corporate Entrepreneurship: How to create a thriving entrepreneurial spirit throughout your company. While the book is aimed at corporate America, as I read through the content I easily saw the importance of the book for small business. | |
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