Sales Management Articles

COVID-19 Sales Force Impact Study

by Ryan Moore | Apr 17, 2020 | HR & Talent Acquisition Articles, Sales Career Articles, Sales Management Articles

The economic impact of COVID-19 is undeniable. Around the world, stock markets lost approximately one-third of their values between February 20 and the end of March, with more than 20 million Americans and 1.5 million Canadians being laid off. In the face of shifting...

Boosting Sales Team Morale When No One is Buying

by Brent Thomson | Apr 15, 2020 | Sales Management Articles

Let’s face it, if your business is not in video communications, medical devices, insurance, or cyber security, sales are likely to be lousy during the COVID-19 pandemic. That means the majority of sales leaders are left to answer and solve two difficult questions: 1....

Sales Team Scaling: Building the Team You Need to Hit Your Targets

by Chris Currie | Jan 30, 2020 | Sales Management Articles

Correctly sizing and structuring a sales team is a high-stakes challenge. It can significantly contribute to a company’s growth—or irreversibly hinder it. An undersized sales force with overstretched reps, whether across the entire company or in a specific territory,...

Sales PIPs (Performance Improvement Plan) for Underperformers

by Ryan Moore | Aug 2, 2019 | Sales Management Articles

How to Put Underperforming Salespeople on a Sales Performance Improvement Plan When sales representatives consistently underperform, the quickest fix might seem to be termination and a quick replacement. But putting them on a Sales Performance Improvement...

3 Prospecting Issues That Aren’t Keeping you Awake at Night but Should

by Matt Conway | May 3, 2019 | Sales Management Articles

Many sales people – and some sales leaders – will admit they struggle to get access to senior decision makers within ‘Must Win Accounts’. The Mindset and Skills to reach out effectively to these executives are often assumed to be in place, and sales reps...

Top 10 Leadership Podcasts To Listen To In 2019

by Andrea Nellestyn | Feb 6, 2019 | Sales Career Articles, Sales Management Articles

When you find a leadership podcast you love, you suddenly get a dream team of mentors to whisper in your ear as you go about your day. Even if you’re just commuting or working out, you can find a clever strategy or stumble across an entertaining story from one of the...