Holding Sales Reps Accountable

One of the most important responsibilities for any sales manager is holding their salespeople accountable. Some sales manager only truly approach this topic at the end of the commission cycle when the rep is underperforming against quota. This approach is better than nothing (which I have personally experienced). This article from Selling Power provides a great process for holding salespeople accountable for consistent revenue production. The takeaway quote: “Just because reps know what they need to do doesn’t mean they’ll do it. It’s like going to the gym €“ you know you should go on your way home, but there are usually myriad reasons for not getting there. Thus once… Read More

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12 Warning Signs You Are Failing As A Manager

More from Sales & Marketing Management with my comments in parentheses: “Here is Sales & Marketing Management’s dozen warning signs that you are failing as a manager:1. Team members stop greeting you in the morning, or don’t come into your office as often as they used to. When communication starts breaking down, performance slumps. (some managers never establish good communication channels with their team)2. Your boss stops greeting you in the morning. You may be the problem or it could be somebody else, but your job is on the line if you don’t get the boss talking again. Your team knows it, too. (the last sentence is the key)3. People… Read More

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Generation Gaps in Salespeople

This article from Sales & Marketing Management has a Tolstoy-like length, but it is a fascinating read that spans many topics. We’ll start with the different generations in the sales arena today. This topic is one we experience daily as we have many customers with sales teams spanning these generations (Baby Boomers, Gen X & Gen Y). “Typically the world is all about hard work and loyalty for those oldest workers, most often top-level executives, who were born before 1945. Baby boomers, born roughly between 1946 and 1963, manage their lives for profit and status; boomers are the generation that gave us 60-hour workweeks and 24/7 availability to maximize work… Read More

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