Sink or Swim: are You Giving Sales Managers the Tools and Skills They Need to Keep Afloat?

By |March 21st, 2016|Sales Performance Management (SPM)|

Sales managers have one of the oddest routes to leadership of anyone in business. Essentially it is this: they show exceptional skill over time at one task – selling – and eventually they are tapped [...]

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 [...]