There are sales managers who want to do everything themselves and spend more time selling than helping their team develop and deliver. Sound familiar? You’re not alone, particularly if you’ve been promoted to the role of sales manager from the ranks of salespeople. With so many hats to wear and ever-increasing pressure on a sales […]
Sales managers are a pivot-point for reporting within an organisation. Accurate, relevant, simple reports built around appropriate data enable sales managers to know what has happened, what needs to happen and what’s likely to happen if an individual or team maintains the status quo. Running your sales team without effective sales reporting is like riding […]
Over the years I have seen all too many sales managers focussed only on results and not what is necessary to achieve the results. The management component of a sales manager’s role is about the planning and control of work processes, but a good sales manager knows that supervision – directing their team towards success […]
As a sales manager you’re not just the coach, but the team selector. You will be responsible to finding, hiring and inducting the right people into your sales team. This is always challenging and even the best sales managers cannot expect to get it right all the time. “I’m not looking for the best players, […]
As a sales manager you need to wear a lot of hats – you are a leader, a manager, a coach, a trainer, a translator of company messages and many other things. But one role I often see overlooked is that of team captain. I believe this is one of the most difficult areas of […]
It’s not uncommon for good salespeople to be self-directed and accountable individuals, which makes them naturally effective at being the ‘leaders of their own lives’. Good sales professionals are highly results-driven and competitive. These natural traits tend to see them focus on their individual performance, often with little consideration for team results. The fact that […]
We are pleased to announce that Inform Consulting Group and COGNEGY (USA), have formed a strategic alliance that will allow Inform Consulting Group to assist Australian businesses that want to enter or strengthen their current position in the US market. Inform Partner, Eric de Diesbach said of the agreement: “The US remains one of the […]
To be effective, a sales manager must be both a leader and an manager – doing the right things, and doing things right. But what happens when your staff are struggling to do things right. This is where sales managers become coaches. Many may argue that not all sales people require coaching but as roles […]
What does good leadership mean? Wayne gives his insight by explaining that”Leadership is the art of getting people to willingly strive to achieve team goals”. View Wayne’s latest appearance on Strategic Selling Group for further insight on this subject or watch the video below:
Managing the performance of a sales team is about establishing a shared understanding of what is to be achieved at every level within the sales team to deliver the organisational goals. It’s about aligning the goals of the team and the individuals in a way that will allow each team member to achieve their respective […]