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Sales Management Consulting – Coaching – Mentoring

It’s Lonely at the Top It doesn’t matter if you are a sales manager or business owner; it’s lonely at the top. You are often called upon to make decisions in a vacuum without the benefit of being able to bounce your ideas off of someone else. When those decisions impact your sales efforts, they […]

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Should We Fire the Sales Manager?

Just imagine what it would be like if we ran our businesses like a sports team. It’s the end of the fiscal year and the numbers are in. Despite three good quarters, in the end our competitor beat us out in total sales. It was close but, when push came to shove, our sales team […]

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Why Sales Managers Don’t Coach

Selling, particularly outside sales, can be a hard, lonely job. That’s why salespeople need someone who can coach and motivate them. I’m not talking about the pump ’em up, rah-rah motivation that dies within an hour or two. I call that the Chinese-food type of motivation. An hour after it’s done you want it again! […]

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How to Avoid the Dull Sales Axe

I’ve been in sales for over 40 years now and, near as I can figure, salespeople only sell about five percent of the time! Oh, they’re all busy doing things, but selling isn’t one of them. They visit prospects, deliver literature, chat about the weather and sports, and talk about their weekend. When they can’t […]

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Building a Powerful Team the Sports Coach Way

I’m neither a sports nut nor a statistician, but if I were I’d probably be an even better sales manager. Unfortunately, I’m sports inert. For whatever reason, I have little or no interest in any kind of sports whatsoever. This was probably due to the lack of a strong father influence during those formative years […]

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