Flip through some random job descriptions for frontline sales managers on CareerBuilder or Monster. Take a look at the job descriptions for frontline sales managers from a number of industries. Look closely at the responsibilities and duties the manager is expected to handle. What do you find?

For most sales managers, data isn’t a gold mine of opportunity—it’s a quagmire of senseless boredom and useless numbers signifying nothing—with one exception, of course, that bottom-line sales number.
Managers who are not working with sales metrics technology have access to a fair amount of data that can help them manage and coach their sales teams […]

I’m looking for a few salespeople, sales managers and corporate executives to interview to be featured on The Management Curve blog.  The Management Curve is a blog dedicated to examining and discussing how the new sales technologies of Client Relationship Management (CRM), Sales Performance Management (SPM), and Sales Force Automation (SFA) is changing and will […]

This is a repost of my article, “Stop Prospecting Forever,” which originally appeared in Advisor Today, the largest circulation financial services magazine in the world and the official publication of the National Association for Insurance and Financial Advisors. I’m reprinting this as I just learned the article has been selected as one of the 10 […]

There is a new debate just beginning to bubble to the surface and it promises to be lively and the views divergent. Forty years ago computer technology sent a man to the moon. Thirty years ago computer technology began taking over the running of autos, trucks, trains and the rest of our transportation system. Twenty […]

We salespeople have a way of convincing ourselves that we spend more time and energy doing the things we don’t enjoy than we really do. We fret about low sales and wonder how we could spend so much time prospecting and marketing with so little return. We become discouraged because we aren’t closing sales and […]

Today my friend Lee Salz of Sales Dodo fame launches a new business site designed to help salespeople, managers, business owners, professionals, and other business people increase their efficiency and effectiveness.  Business Expert Webinars offers business only related webinars that cover the spectrum of business topics.
Lee has gathered together an incredible group of over 120 […]

What any individual Sales Leader actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organization of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if […]

Just a quick update to my post from yesterday.  I gave three examples of salespeople who weren’t letting the economy be an excuse for not reaching their numbers.  I didn’t identify my three coaching clients by name simply because I had not asked their permission.
Well, one asked me to let folks know who he is–he’s […]

I’m hearing from more and more salespeople and managers that life on the street is getting increasingly tougher.  That’s true, it is.
I’m hearing from more and more salespeople and managers that finding ways to get in front of quality prospects are also getting tougher.  That’s true also.
I’m hearing from more and more salespeople and managers […]