by Phil Sayers | Jun 30, 2019 | News
Sales management is one of the most difficult jobs out there. Your responsibilities span the organisation — along with the VP or director of sales, you’re working with people in Product, Marketing, HR, and so on. Most importantly, managers are responsible...
by Phil Sayers | May 20, 2019 | News, Uncategorized
As a sales manager or leader, your problem probably isn’t too little data. It’s too much data. After all, with the latest tools, we can measure everything … and we do. Let’s be honest; it can be overwhelming. And when you’re overwhelmed, you can’t analyse the data,...
by Phil Sayers | Mar 18, 2019 | News, Uncategorized
A Sales Manager’s primary responsibility is to ensure that their sales team has the tools, skills and knowledge they need to achieve their targets. Sounds simple doesn’t it? Except it’s not… each sales person will differ in their specific areas of strength or...
by Phil Sayers | Feb 25, 2019 | News, Uncategorized
Once you have a sales team in place, it’s essential to measure performance against targets, but simple sales revenue numbers don’t tell the full story of how individual sales people are operating. Of course, if the individual is meeting targets, then this may not be a...
by Phil Sayers | Feb 11, 2019 | News, Uncategorized
Sales managers often motivate their sales people with one off incentives and sales contests that award cash prizes. This is a tried and tested sales motivation strategy, and monetary rewards generally produce results. Well … sort of. The problem is that they...
