fractional sales manager

Sales Management: Week 8 – 21 Disciplines

Week 8 of 21 Disciplines – Focus on getting customers, not deals. If you’re in a B2B business your growth will come from repeat business or recurring revenue from your existing customer base.  You can make questionable promises to close a single deal but that’s not how you build a business.  (Don’t forget, even if you …

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Sales Management: Week 6 – 21 Disciplines

Week 6 of 21 Disciplines – Documentation for every call. Sales reps come and go.  You just don’t want them “going” with the knowledge of your prospects and customers notes, activities, contacts, meetings, etc., in their head never to be seen by your company again.  Whatever CRM or sales automation system you use, you need to …

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Sales Management: Week 3 – 21 Disciplines

Week 3 of 21 – Nurture a desire to be better than the competition. Sales reps, like other professionals, need the drive to become the best at their craft.  With the web, eBooks, podcasts, email newsletters, etc., it is easy to find relevant, well-designed sales training. No mistake about it, the top performing rep is the …

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Sales Management: Week 2 – 21 Disciplines

Week 2 of 21 – Build a desire to learn and get better. Sales reps, like other professionals, need the drive to become the best at their craft.  With the web, eBooks, podcasts, email newsletters, etc., it is easy to find relevant, well-designed sales training.  A lot of this training is free.  I offer free training …

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