Do you need sales leadership…
… But have a smaller sales staff that doesn’t require someone full time?
Sales Management Services offers clients sales leadership services on a part-time, interim, or project basis.
Typical services include:
Interacting regularly with company leaders; providing feedback on sales force issues
Leading the sales force based on company revenue targets, values and culture
Conducting sales staff meetings
Reviewing reports:
Pipeline
Forecast
Productivity
Enhancing sales force capability via training
Coaching salespeople on an individual basis
Writing a custom sales plan for each salesperson
Providing tactical advice on sales opportunities
Developing a performance review system
Establishing minimum performance standards
Running sales contests and incentive programs
Reassigning / outplace underperformers
Hiring new staff
When you're leading a leader, what do you need to know about the person in this all important position?
(Published in CEO World Magazine)
A Q&A with Suzanne Paling, about the new book and how leaders can encourage reps to share valuable information.
(Published on the Destination CRM blog)
Being a problem solver can help you stand out as a leader. Finding things that aren’t going well and coming up with ways to fix them can be a true differentiator.
(Published on Thought Leaders LLC)
If you want to break the cycle of temporary improvement, then relapse - try these four steps to deal with sales staff issues successfully and permanently.
Many people understand "sales" and "management" as business concepts, but do you understand what "sales management" is?
Holding sales reps accountable makes leadership easier. Here's how.
(Published in American Business magazine)
Suzanne weighs in on sales challenges facing a company profiled in a small business case study in The New York Times.
(Published in the New York Times)
Tactics you can adopt for handling underperforming sales representatives.
(Published in American Business magazine)
The struggling salesperson, feeling pressure from the arrival of the new hire, becomes energized and starts to meet quota. While nice in theory, adding a new salesperson to your staff before dealing with a non-performing rep will likely bring about more problems than it solves.
(Published in American Business magazine)
Which activities generate the most effective results and how success is to be measured?
(Published in American Business magazine)
