As a sales manager, one of the biggest questions you should be asking is, are your sales reps following up enough? And if they aren’t, how can you ensure that they will start?
The sales rep dilemma is being penalized for asking the biggest question of all “What’s in it for me?” But, no one wants to work for free. Sales reps are in a self-preservation mode and if they are asked to do something, they need to see the benefit.
Product knowledge is the in depth understanding of what your company sells. So, exactly how important is product knowledge to the sales process?
The sales lie is when a rainmaker convinces you that all is well in your company. In other words, they fabricate the numbers through inauthentic means. Which in turn gives you a skewed sense of what may really be going on.
This blog is a continuation of the sales metrics discussion from the previous post. Because along with tracking sales metrics managing a healthy sales pipeline is the key to revenue growth and overall company success. But how do you know if your pipeline is healthy?
Everybody’s company is a little bit different. However, the ideas presented here should be universal in terms of which sales metrics each company should track in order to have the most success.
You can’t manage what you don’t measure. Without properly managing and tracking sales metrics how can you possibly expect growth and success?
Time management is difficult, especially for sales managers. Not utilizing your time properly can lead to being overworked, stressed, and revenue drop. Get your time under control and watch your business flourish.
As a sales manager, oftentimes, you end up as the middle man between the sales reps and executives in the office. This can be a dangerous place to be unless you learn how to properly manage your spot in the middle.
Sales reps, are your sales managers playing favorites? And Sales Managers do you play favorites among your reps? If the answer is yes, you need to reevaluate the way your company is run. Because if you have a favorite or if you are a favorite, there is a price to pay.