Sales Management

Let’s face it. Managing a remote sales team isn’t easy. Every manager wants their team to crush their quotas, but with a remote sales team scattered around the country or even the globe, this at times can prove challenging.  Communication isn’t that simple, and misunderstandings can be quite common. When problems arise, you can’t just walk across the hall to resolve them face-to-face. Collaboration can also suffer as if team members don’t trust each other, they will never be able to reach their maximum potential and elevate their team to reach new heights. What’s more? Working from home can lead....

Managing a sales team comes with its challenges. In any given week, management is faced with a barrage of new and difficult problems that often need to be solved in the moment.  With layoffs sweeping the economy in the first half of 2023, these problems can seem heightened right now.  But what goes around comes around and there is always reason to be optimistic. While everyone around you is entering into panic mode, this is the best opportunity to remain calm and assured in the work you are doing. Times of uncertainty can bring out the best in people....

Sales are and always will be a numbers game. Tracking Key Performance Indicators (KPIs) is mission-critical to the function of sales teams.  No matter what sector you are in, sales make everything possible. Sales bring the revenue in, so sales teams need to keep a clear overview of KPIs, to ensure the team is on-target, or to assess and evaluate where improvements need to be made.  To ensure a sales team is performing as well as possible, every action needs to be broken down into a series of metrics, known as Key Performance Indicators (KPIs). This data enables sales teams....

A cohesive sales team places the growth of the company before their own growth. Not only are individual and group goals being met, but everyone feels like they have contributed to the team’s overall success.  Having a cohesive sales team means that your individual reps are going to focus more on the group and company’s goals, at times more so than their own quotas. That means the company makes more money and progresses.  As a sales manager, you are going to want to build a team that not only meets the expected revenue goals but also has good communication and works....