Sales Management

In sales, only 34% of sales teams reach their quotas.  This means the vast majority make mistakes that not only cost them revenue, but drastically hamper both their team’s morale and productivity. In the fast-paced and cutthroat sales industry, these underperforming sales teams struggle to survive. The power to build a top-performing sales team falls on one person — the sales manager. Sales managers assemble their sales team and set the overall tone and dynamics for their department. A great team isn’t built overnight, however. It takes long-term planning and strategy, as well as time, know-how, and an understanding of what…

Prospects are one of the factors that keep a business alive. Salespeople have to turn those prospects into clients that will stick to your product or service for a long time.  This task isn't as easy as it should be, especially if your pipeline gets clogged with prospects who haven't contacted you back in years. Here’s how to manage your sales pipeline, and make room for more prospects that will turn into clients. Keep Your Data up to Date If a lead was good six months ago and then dropped off the surface of the Earth, touch base with them.  …

Microsoft MapPoint, although not as revolutionary as other mapping tools that came before it, was nevertheless one of the more popular sales mapping tools that was available to outside sales reps at the turn of the millennium. MapPoint used to be one of the best options for planning sales routes and mapping sales territories. However fast forward to today and Microsoft MapPoint is no longer available in the salesworld. Yet, the life of the average field salesperson has dramatically improved. How is that possible?  Read on to find out what happened to MapPoint and what came to replace it!

Part of the magic of working in sales is that salespeople are the masters of their own destinies. Good sales reps don’t need to be micromanaged. That’s good news for any sales manager with a staff of outside salespeople who currently find themselves unable to leave their homes due to the COVID-19 pandemic. Still, it’s a manager’s job to keep the staff motivated and productive. When the days blur together and half of the sales team struggle to drag themselves out of bed in the morning, sales managers should have their work cut out for them. There are steps managers…