Steven Reeves

What Sales Managers Can Learn From Lance Armstrong

Lance Armstrong at the 2005 Tour de France. (Photo credit: Wikipedia) More precisely, what can sales managers learn from what happened to Lance Armstrong? Is it don't be a winner? Perhaps, don't be a cheat? Maybe, don't lie? Certainly, don't get caught. And when you…

What’s The Secret To Managing Sales Executives

What's the best approach to managing sales reps? Is it monitor activity? There are lots of guys who do that – the 100 calls each week type task masters. Is it micro management? – go there, say this, ask that, give this presentation, close, discount,…

Why Are Sales Forecasts So Difficult To Get Right

Sales managers face lots of different challenges in their work. One, if not the, most difficult is the tricky business of sales forecasting. That's why articles addressing the subject are amongst the most popular in our blogs. And why it features...

Weighted %age Probability Sales Forecasting Explained

Weighted probability, or percentage probability, is a technique sales managers use to manage the uncertainty inherent in sales forecasting. It's a complicated concept. Most people have trouble understanding why it works, which means they can't figure out how it works. After all, winning a deal...

Sales Forecasts 12 Dimensions To Get Right

Sales Probability Process Management Forecasting sales is tough. Actually forecasting anything is tough, but sales is particularly difficult, because of the number of variables. Most sales are multidimensional and in each dimension there's a degree of uncertainty. And then there's the overall risk of something...

Getting Sales Forecasts Right For The CEO

Well, that's a relative term. Nobody gets sales forecasts right, but there are ways of getting your sales forecasts more right than wrong. And, perhaps more importantly, there are ways of explaining to the people who rely on your forecasts just how...

Simply Sales Management for Business Owners

Sales management is a tough job. There are too many challenges, and not enough helping hands. When things go right somebody else gets the credit. When things go wrong, the sales manager gets the blame. The CEO wants the sales forecast to guarantee revenue....

The Sales Manager Review Process Explained

The sales manager's review is the most important part of the job. It's the quality control over the critical business process - creating revenues, happy customers, referrals, publicity case studies. It's the management control over the life blood of the business - cash flow....

The Right Sales Model For Your Business

Which is the right sales model for your business? Most organisations struggle to define how the sales function should work, especially now the Internet offers both choices and challenges. In the old days it was simple. A manufacturer would build a factory, make products and...

Making Sales Management Make Sense

Sales Management seems to be a hot topic these days. Our blog at Successful Sales Management is attracting a lot of interest from people wanting to understand more about it. Or at least, somebody else's thoughts on the subject. Readers registering for our email newsletter...

Is Failing to Plan a Sale Planning to Lose a Sale

Why is sales management all about planning? Surely its about talent, activity and commitment? There's no point in getting too sophisticated with anything so mercurial as the relationships between prospects and sales people. It's obviously about bringing the right tactics into play, at the...

Measure The Sales You Lose To Stop Losing Deals

Sales managers can achieve a step change in team performance when they look at outcomes from a different direction. Numbers of calls and presentations, totals of opportunities, weighted forecasts, revenue and margin are the typical measures. These numbers help with the sales...

CRM Is Yesterday’s Answer To The Wrong Problem

Why doesn't CRM work? Because its an answer to the wrong problem. Another heretical thought from the people who suggest sales managers need to change just about everything. Of course, that's nothing to do with the technology, and everything to do with the way its...

Sales Management Needs To Be More About Planning and Less About Activity

That can't be right. Sales management is all about execution, isn't it. Planning is what the CEO does. Making it happen is what the sales manager does, isn't it. At least that's the way the CEOs see it. They've got the brains and...

When You’re Short of Sales Support Stop Wasting It

English: Business Process Reengineering Cycle (Photo credit: Wikipedia) What is the sales team's biggest problem? Prospects who don't buy. What is the sales team's second biggest problem? Not enough support resources. Where can sales managers most improve the efficiency of sales operations? Stop investing scarce...

Sales Managers Need to Focus More on Management and Less on Sales

English: A business ideally is continually seeking feedback from customers: are the products helpful? are their needs being met? Constructive criticism helps marketers adjust offerings to meet customer needs. Source of diagram: here (see public domain declaration at top). Questions: write me at my...

Lifting Your Sales Management Game

Sales management is all about getting prospects to buy what your company is selling, right? You've got the product, maybe with a few limitations. You've got the marketing, at least somebody's idea of what's needed to excite customers, even if it isn't yours. You've...

Sales Management for the 21st Century

What should be the sales manager's role in the new world of the 21st Century? Markets and customers have changed out of recognition from the earliest days of the Industrial Revolution, but sales management hasn't. Does it need to? And if so how?...

Saga Pet Insurance – No Thank You

We all understand, or at least should, insurance companies are in business to make money. In their case that means paying out less in claims than taking in premiums. OK, so insurance is there to cover the possible, not probable, disaster.  We understand.  And there's...

Developing A Sales Strategy – Bikes Case Study

We get a lot of interest in our articles on sales strategy. It's a topic people want to know something about. That's why we've dedicated a whole section in Reengineering Sales Management to the what, why, and how of sales strategy. ...

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