Stop Selling like it is 1985

Stop Selling like it is 1985

Sales management needs to develop new strategies, techniques, and training to bring the organization’s sales and marketing system into the 21st century. Many firms and individuals still sell using methods from the last century. Here is a comparison of...
Typical Sales Management

Typical Sales Management

It’s easy to laugh at a cartoon like this one, but we all have fallen victim to manage like this. The “more, more, more” plan destroys morale more than any increase in sales can justify, so how do you increase sales without the beat down? For small...
Methods to Manage a Small Sales Force

Methods to Manage a Small Sales Force

Managing a sales force under fifteen is a challenging task. It’s challenging because small sales forces have a diseconomy of scale. Sales management should achieve three primary goals: Use superior skills to improve the sales process and maximize team sales...
Stop Overpaying Salespeople

Stop Overpaying Salespeople

For over a century, top performing sales superstars earned great profits for their companies and themselves. These sales rock stars were worth every penny. As compensation for rock star salespeople increase, the overall compensation for salespeople increased in...