The frontline Sales Manager: How to make a difference where It counts
“Our management team is highly effective in helping our sales team advance sales opportunities.” In MHI Global’s 2013 Sales Best Practices study only about a third of the respondents agreed with that statement. And we hear the same thing from salespeople anecdotally:...
Managing Channel Account Managers is different than managing Direct Salespeople
I hesitate to use the terms “hunter” and “farmer” because of the connotations they have in the minds of some sales leaders. The more aggressive leadership is, the more they want salespeople who will “make the kill” then “move on to new game.” In their minds, farmers...
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