Sales Tips

How to Create a Sense of Urgency in Your Sales Team

As an employee, it’s always nice to hear, “It’s okay. Just wait until tomorrow…” But if you want to build a winning sales team as a sales manager, you need to build a sense of urgency. You need your sales team to get excited, to crave a win today, and to move on leads quickly. And as their manager, you have to lead the charge. It’s your job to instill a sense of immediacy. You’re the one who emphasizes the importance…

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June 19, 2018
Sales Management

The 3 Critical Roles of a Perfectly Structured Sales Team

In a perfect world, sales departments hire three different types of people — then they let them play to their strengths. There are different types of sales jobs for different types of people. As a manager, you need to use that to your advantage. There are hunters, farmers, and account managers. And typically, a person good at making phone calls isn’t good at closing… and vice versa. Usually, these three different roles require three different personality types. If you want…

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February 6, 2018
Sales Management

Are You Unintentionally Killing Your Sales Team’s Motivation?

How many iconic inspiration posters have you seen? You know, the ones with landscape photography and some quote that’s supposed to change your life. Sales managers: you are that poster. Your most critical role is to motivate your sales team. Sure, it can be tough, but if you’re not lifting people up and removing obstacles from the salesperson’s path, you’re not doing your job. Sales managers exist to manage resources (leads, time, people) in a way that secures the most…

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March 7, 2017
Management Tips

How to Finish the Sales Year Strong With A ‘They Said No’ Audit

The end of the year is not typically when you do your best work. During “the most wonderful time of the year,” most people become a little more distracted and a little less motivated. You may have a few deals on the line you need to close, but business is slow. Do you let it ride hoping for new vigor at the start of a new year or change your strategy? The best sales managers take advantage of this extra…

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December 22, 2015