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Brian Sullivan

As sales managers, we’re all familiar with the conversation. One of your sales reps is making the case to pursue an opportunity and you question why. “It’s a big deal” is the response, “It’s right in our power swing”. Or perhaps, with candor entering the room, “I really need to win this”. And these are all reasons, of course. But what do they really mean? What’s the real business sense for your firm in pursuing the deal? And what’s the business risk?

Recruiters and managers know how difficult it can be to fill an open position with a good hire. A variety of obstacles conspire to make finding the right person seem like searching for a diamond in a big pile of rocks. Once you find that perfect hire, get them off on the right foot by spending some time strategically plotting your onboarding process.

If your selling process ends with a close, you're doing it all wrong. "What!?! That makes no sense," I can hear you saying. "Closing is the ultimate success." All true. But you can close more (how does 80% sound?), see fewer clients and, best of all, make even fewer presentations. In the process, you'll feel more essential to your clients, more motivated, and more in control.

Sales meetings can help you win more business, but if not handled well they can cost you time in front of prospects. 

Understanding the importance of various accounts helps sellers sort customers and prepare for the next appropriate step in a relationship with the client.

A good manager understands that disciplining employees is part of the job, but a great manager recognizes that discipline is not synonymous with punishment. To prevent future problems in the workplace and improve your management skills, implement these respectful employee disciplinary steps.

Every person in the workplace has gone through at least one job interview. While preparing for interviews typically leads to Googling common interview questions and answers, do not make the common mistake of using these canned responses. Cliché answers make an interview run smoothly, but they also cause you to blend in with other candidates. Stand out by avoiding these typical responses and creating tailored answers based on your specific past experiences.

What does a company need to be successful? Many people would say investors and a solid business plan, but in addition to these important factors, a company needs effective managers.  If your company suffers from lackluster sales, take a look at the management behind the team. You may discover that effective management makes all the difference for a successful sales force. Here are a few reasons why solid management is absolutely crucial to sustaining a great sales team

Think you have got the perfect sales team? No matter how successful your group, every team has room for improvement. Whether your team falls flat in a specific area or they lack motivation, putting the time into improving faults helps create a more cohesive, successful sales force. Work together and follow these 5 simple rules to build a strong, effective, and eventually more profitable sales team.

Many seasoned sales managers today are facing a common challenge: how to lead, motivate, and inspire young Millennials on their sales teams. This generation, which will make up roughly 50 percent of the U.S. workforce in 2020 and 75 percent of the workforce in 2030, has already garnered a reputation for being difficult to manage by traditional standards.