People change jobs more often than ever in today’s volatile economy. Whether you’re moving from a role in front-line sales to one of leadership, or transitioning into an entirely new industry, the switch can be equally thrilling and terrifying. One of the most powerful ways to close the gap between…
Sales Blog
Conflict is a part of sales management that we can’t avoid. The sales environment is full of pressure and overlapping expectations, personalities, competition, and incentives. Disagreements are inevitable in an environment with high performance expectations and close oversight of results. The conflict, per se, is not a failure in sales management. When…
Sales management is just as much about people as it is about numbers. Targets, pipelines, and performance metrics matter, of course, but the challenge for sales leaders is often not these things but managing a team with extremely diverse personalities. Most sales management teams are a combination of competitive overachievers,…
Most people think sales management is about targets, forecasts, and performance reports. Important as they may be, these are only one aspect of successful sales management. The other side is leadership. A lot of sales reps get promoted to a management position, thinking that managing numbers is the same as leading people.…
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