Tag Archives for " Sales Managers "

July 27, 2015

Salespeople and Sales Leaders: Good Sales Management is Not Micromanagement

It’s fashionable today for salespeople, particularly underperforming salespeople, to complain that they’re being micromanaged. In fact, many underperformers become master manipulators as a defense mechanism. As soon as managers get anywhere near sniffing around their activity level, these struggling sellers play the micromanager card.  In my upcoming book, Sales Management. Simplified – The Straight Truth About Getting Exceptional Results from Your […]

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June 13, 2011

Sales Team Meetings – Productive or Painful?

“Let us not give up meeting together, as some are in the habit of doing, but let us encourage one another…” Hebrews 10:25 I’ve been working with several mid-size sales teams that brought the above verse to mind (albeit out of context). For a variety of reasons, none of these companies were holding any type […]

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