Why Sales Managers Must Be Coaches (So Salespeople Can Perform When it Counts) - Sales Xceleration

Why Sales Managers Must Be Coaches (So Salespeople Can Perform When it Counts)

In sales, accountability matters. Accountability allows the Sales Manager to set sales department goals, measure results, and reward top sales performers. Accountability also helps the Sales Manager make adjustments when necessary – to rework sales strategies and processes, and even change the roster of sales personnel. So, while it seems obvious that accountability is a…

Money

Do You Know the 4 Parts of a Successful Sales Compensation Plan?

In an early article on the Sales Xceleration website, I shared the 5 Keys to a Successful Sales Compensation Plan. In that article, I noted that successful plans accomplish the following. They: Benefit both the company and the sales team employee Incent desired sales behaviors and performance Are easily understood, implemented and managed Strike the right…

Sales Problem Sales Xceleration Indianapolis

Reality Check: Hiring a New Salesperson is Not Enough to Fix Your Sales Problem

It’s natural to look for a “quick fix” and take the optimistic view that hiring a new salesperson will be THE solution to sagging sales. The truth, however, is that for most organizations, hiring a new salesperson is like putting a tourniquet on a severed limb: it might slow the bleeding, but it won’t cure…