Steven Reeves
Steven Reeves
Consultant, author, software entrepreneur, business development professional, aspiring saxophonist, busy publishing insight and ideas. Boomer turned Zoomer - thirty year sales professional with experience selling everything from debt collection to outsourcing and milking machines to mainframes. Blogger at Successful Sales Management. Head cook and bottle washer at Front Office Box.
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…
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...
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....
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...
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...
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....
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...
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,...
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...
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...
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...
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...
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...
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...
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...
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...
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....
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...
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...
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...