Sales Management

"Learn how powerful storytelling is if you want to be a better salesperson, marketer, and communicator." - Changpeng Zhao

What's the secret to sales success If you're like most business leaders, you'd say it's fundamentally about relationshipsand you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what topperforming reps are doing that their average performing colleagues are not drove Matth...

Sales training doesn't develop sales champions. Managers do.The secret to developing a team of high performers isn't more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Ros...

Because managing sales doesn't have to be so complicated.Why do sales organizations fall short Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer?and it's one that may surprise you. Typically the issue lies not with the sales team?but with how it is being led. Through their attitude and ac...

Boost sales results by zeroing in on the metrics that matter most"Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success."Arthur Dorfman, National Vice President, SAP"Cracking the Sales Management Co...

Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also try...