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Category Archives: Sales Management
Four Reasons to Share “News from the Front Lines”
You are responsible for a sales team. How do you communicate what you do and what your sales team does with other leaders and departments at your company? I ask this question because I think it’s important for sales leaders … Continue reading
Sales Manager: 20 Questions to ask Your Reps!
Prior to my last sales training meeting, I gave the following self-assessment to each of the reps. I wanted to know what their training needs were so that I could focus our time on the most important areas. So, I asked … Continue reading
Six Reasons Why Your Reps Need to Meet!
I have been putting together a national sales meeting for the last couple of months. The planning and preparation are coming to a boil now as our meeting starts next week. Last minute details such as presentation tweaks, dinners, agenda … Continue reading
Extended Ride Alongs Work for All
Having just spent the better part of the last three days in the field with one of our business development directors, I am reflecting today on the value of spending a large chunk of time in the field. Most managers … Continue reading
Posted in Performance, Persistence, Planning, Sales, Sales Management
Tagged Bill Cook, billcookonline, sales management, sales ride alongs
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The Revolving Door of Unaccountability
Years ago, when I was a District Manager for Critical Care America, every six months or so I would get a new VP of Sales for a boss. So, after my fourth new boss in a year and a half, … Continue reading
The Top Ten Priorities for Sales Managers
Priority #1: Teaching, Training and Motivating Sales Staff while Riding Along with them in the Field to Ensure Quota Attainment Working with your reps is your top priority and where 60% of work time should be spent. This means being … Continue reading
Hold Your Reps Accountable for 3 Things
As a sales manager, you simply cannot allow your reps to convince you that they don’t need your help. I see this frequently when managers tell me that their top reps do not like them to ride in the field … Continue reading
Posted in Attitude, Sales Management
Tagged accountability, activity, Bill Cook, billcookonline, coach, sales managers
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Five Things Sales Managers Should Do on Every Coaching Visit
We have been directing our sales managers to spend more time in the field with their reps this year. I am always surprised at how much anxiety they have about these ride alongs, or coaching visits. Reps are understandably nervous the first … Continue reading