Tag Archives: management

15 Simple Steps to Tap New Territory


In business, there is always pressure to have higher market share and profitable sales. To fulfill both these objectives, it is important to have good presence in all territories so to do this; we have to penetrate into new territories to explore the opportunities provided by that territory. To get entry into new territory and start from the scratch to start sales is always a big challenge as sometimes we have to deal with competitors who already have long dominant presence in the similar territory. This calls for another challenge which is to get positioning into consumer’s mind space and then product/brand acceptability.

Continue reading 15 Simple Steps to Tap New Territory

About Vishal Sawlani

I am a friendly, dynamic, approachable person with positive attitude. I have a strong working ethic and enjoy working in an atmosphere that is challenging, fast paced and customer orientated that allows me to learn and push myself so that I am continuously improving. Sales & Marketing Professional with 7 years of experience in the areas of Automobile domain.

If Sales Meetings Were Optional…

Why Do Sales People Hate Sales Meetings?


Continue reading If Sales Meetings Were Optional…

Jeff Schmidt

About Jeff Schmidt

While his mother wanted him to be a preacher or a lawyer, Jeff became an Accidental Salesperson. He rose through the ranks and has lead more than 866 sales meetings and conducted 245 client seminars. After 26 years of on the street experience, he joined Chris Lytle to help Lytle achieve his mission of making successful people successful sooner!

Teaching Sales People is Like Teaching School Kids

If you are a Parent with children at School, College or University I am sure, like me, you have experienced the groans and moans around the dinner table as your kids discuss their various subjects and Teachers.  Have you noticed how some teachers can captivate and get your kids engaged with the subject?  Those Teachers and subjects quickly become the most popular and the children are much more likely to score a pass in the exams and sadly, the subjects with Teachers who cannot engage the kids, suffer from lower results.  Well, teaching sales people is exactly the same.  Unless your “Sales Teacher” can engage your sales people, challenge them to embrace new ideas and motivate them to go out and execute, then sadly your growth may end up in detention.  Here are our top 3 ways of teaching sales people and school kids to keep them engaged. Continue reading Teaching Sales People is Like Teaching School Kids

Iain Swanston

About Iain Swanston

Iain Swanston is both an inspiration to new sellers and the ‘Sat Nav’ that experienced sellers need to make the positive adjustments necessary to take them to the next level. Having personally experienced the benefit of Iain’s guidance, I would have no hesitation whatsoever in recommending him to organizations looking to close the gap between where their sales are and where they need to be.

How To Be A Top Sales Manager Starting Today

Managing a successful sales team is no easy task. You don’t have control over what your sales representatives do, and yet your career and financial well being is based on the accomplishments of the reps on your team. The most successful sales managers possess common traits and utilize proven sales techniques to enable them to consistently outperform their peers. If you follow these effective sales management methods, you will increase your teams sales performance and become a top sales manager starting today.

  1. Adapt And Leverage The Strengths Of Each Team Member. It’s important for you to understand your reps unique skills, strengths, weaknesses, and what motivates them. To be effective, you need to adapt your management style to the needs of each individual and should not make the mistake of trying to manage or coach everyone in the same way.
  2. Set Realistic Sales Goals. Make sure the sales goals you set are challenging, measureable, and attainable, and hold your reps accountable for achieving them. The financial incentives available for reaching sales goals, and even those tied to specific deals, should be crystal clear.
  3. Lead By Example. Top sales managers earn the most trust and respect from their reps by rolling up their sleeves and getting their hands dirty. Work closely with the reps on your team that need the most help and you will increase your sales performance. Whenever practical, have your more successful and senior reps mentor your junior ones. 
  4. Share And Celebrate Successes. One of the best ways to motivate your team while sharing valuable sales techniques is to have your reps present their most strategic wins to the rest of your team. By doing so, everyone will learn firsthand how their peers overcame difficult obstacles to close their best deals. It’s very likely that your other sales reps are having similar challenges with their own opportunities and will benefit from the experience and success of others.
  5. Provide Honest And Constructive Feedback. The best sales managers I’ve worked with were the ones that I learned the most from and those that provided prompt and constructive feedback. Make sure you point out and reinforce the positive behaviors while also suggesting changes in the areas your reps can improve upon. A well balanced discussion will be appreciated.
  6. Reward Your Top Performers. Rewards can be provided in many ways and it’s no surprise that most people in sales are in it for the money. Find ways to acknowledge the success of the individuals on your team and most importantly give credit where it’s due. One of the best sales managers I ever had, used to march us into our CEO’s office after we closed a large deal and share our win with them right on the spot. It was a great feeling to be recognized in that way, and although that approach may not always be possible, you should get creative rewarding outstanding performance.
  7. Assemble The Best Team You Can. Your success is measured by the overall performance of your team, and it’s up to you to be sure you have the very best people supporting and selling to your customers at all times. If there are individuals that consistently under-perform no matter what you do, cut your losses and hire someone new to replace them. 
  8. Connect With Your Customers. Engaging directly with your customers is essential to building your own relationships and will help you grow your business. Additionally, it will enable you to assist your reps with their key deals and overcoming the obstacles they face.
  9. Stay Positive. Negative attitudes and actions are extremely contagious. By focusing your conversations on solutions instead of only the problems, you will see the behavior of your team change in a very positive way. Counter a discussion focused solely on challenges with productive questions geared towards solutions.
  10. Have Fun. Creating and fostering a culture where your team works hard, plays hard, and has fun, provides additional incentives for your team to work together and help each other.

As you can see, to become a top sales manager you must coach, mentor and organize your sales team to maximize their potential. Successful managers empower their team by providing an atmosphere of trust and encouragement. This is a challenging undertaking that requires skill and experience. Utilizing the sales management techniques set forth above will assist you to build on the strengths of your team and help you to exceed your sales goals.

Look here for professional advice and more valuable information about Proven Sales Management Techniques And Strategies by Paul M Balzano.

By: Paul M Balzano