How to Manage Your Sales Manager

If you’re a business owner, then I know you place a lot of responsibility on your inside sales manager. In many companies, managers are not only responsible for finding, hiring and developing successful reps, but they are also responsible for training these new reps and for the continued training of existing sales reps as well. […]

How To Make Your Sales Manager Better

I consult with a lot of business owners, and I hear a common complaint: “The sales team isn’t making their revenue numbers and my sales manager doesn’t seem to know what to do to get them to improve.  What should I do?” After reviewing their sales processes, their training program, sales scripts, etc., I always […]

“If You Can’t Measure It, You Can’t Improve It.”

Peter Drucker—author of over 39 books on business—has been credited with inventing modern business management. He’s credited with perhaps the most fundamental quote in business management, and it’s this: “If you can’t measure it, you can’t improve it.” You can credit Drucker for all the KPI’s you collect and measure, and for all the software […]

Script to Deal with the Covid-19 Objection

“We’re just not doing anything until this virus situation is settled…” Sound familiar? It should. You probably get this objection, or some version of it, every day now. And for good reason. We’re all in unchartered territory now. Some of you reading this are working from home—a whole new challenge—some stores and companies are closing […]