An effective pipeline management process should be both predictive and instructive.  To accomplish these two goals, the data that is input must be accurate.  Herein lies a potential difficulty…unless both manager and producer see the other as an ally, not an adversary.  Let’s look at how they can work together toward the same goal. Within…

There are numerous ways to construct the sales pipeline.  For the pipeline to be a useful tool for both management and the sales professional, two things should result.  First, it should help management accurately project actual sales levels.   Likewise, the sales professional should be able to use it as a tool to highlight specific areas…

To say that the relationship between a team of sales professionals and their sales manager is extremely important is a gross understatement.  As in most relationships, the element of trust is absolutely necessary if each is to do their job effectively. The sales manager is caught between “managing up” by providing data necessary for higher-ups…

Most sales professionals manage some portion of the sales process well.  What do you think most sales professionals manage best?  On Monday, I will give my answer in the continuation of my series on THE 10 SALES LEADERSHIP IMPERATIVES.   image credit

Okay…you desire to elevate your skills to the Leadership level or may be there yourself but need a defined way to teach others how to lead sales professionals.  Where do you start? The first step in effective sales leadership is measuring or benchmarking each individual in the skills necessary to be highly successful.  Makes sense…

How would you broadly define the skill sets essential to being a highly effective sales professional? Think about the best pro you have seen…..think about your own skills and deficiencies.  Jot them down and compare them with the ones we define in our next article on Monday. Please give us some feedback about your views…

IMPERATIVE #1 – KNOW THE DIFFERENCE BETWEEN ADMINISTRATION, MANAGEMENT AND LEADERSHIP Being a “good sales manager” is the goal of most with the sales manager title.  Those who hold this view are selling themselves short and running the risk of failure and extinction.  Harsh words . . . , but I think you will agree…

What do you think are the attributes of a good sales manager and do you think you or your manager qualifies?  List what you think these skills are and look for our article on Monday that defines a level above being a GOOD SALES MANAGER.  I think you will be surprised at our thoughts on…

One of the most often stated questions in the financial services marketplace is: “What do you think about the market?” Certainly, with the dramatic swings seen in the indices during recent weeks and interest rates below historical norms, many fear another recession at best or a 1929 redux at worst. Understanding these concerns, turn them…

Ten Steps to Robust and Productive Sales Leadership Sales Management is anything but a spectator sport!   It requires the consistent application of proven strategies and tactics to develop effective sales professionals and thereby produce stellar sales results.  The questions are: what are these strategies and tactics and how do we develop a mentoring process that…