Why Financial Service Companies in Europe Need Effective Front-Line Sales Managers

By |January 12th, 2016|Lead to Money|

The fallout from the global financial crisis (GFC) had stronger ramifications for sales process in Europe than for the U.S. The Retail Distribution Review (RDR) was one of the formal programs of the Financial Services [...]

Coaching the Coach: Shortcuts to Great Sales Performance Management

By |August 11th, 2015|Sales Performance Management (SPM)|

Being a sales manager is tough. In many cases, managers started out as great salespeople, and after they proved their capabilities they were tapped for management – a role that demands an entirely new set [...]

CPQ is Helping to Reduce Sales Managers’ Importance in Pricing Decisions – and That’s a Good Thing

By |April 16th, 2015|Configure Price Quote (CPQ)|

In a webinar on April 14 done in conjunction with the Sales Management Association, Bob Kelly and I talked a lot about the things sales managers are tasked with. The conversation ranged from coaching to [...]

Want Sales Performance? Coach Sales Behaviors

By |March 26th, 2013|Sales Performance Management (SPM)|

What makes a great racing bike? Anyone can tell you it’s a bike that rides fast and maneuvers well. But if you want to actually build your own great racing bike, this information is not [...]

All I Want for Christmas Is...Mobile Sales Tools

By |December 5th, 2012|Lead to Money|

Enable sales with mobile sales tools The holiday season seems to start earlier every year. The shops are already fully stocked with Christmas decorations, restaurants encourage you to book your parties, and a whole host [...]