All Sales Management Articles - Page 3

Many salespeople dread performance reviews because they worry about a poor review—which often signals a disconnect between sales managers and reps. However, conducting performance reviews should be more than issuing ratings and scores. It should be a dynamic conversation and opportunity to recognize achievements and strengths while identifying and addressing room for growth and improvement….

Sales territory management is a process sales teams use to assign leads or accounts to specific salespeople based on geography, industry, product, or account size. This eliminates overlap between sales reps and clarifies who is responsible for specific opportunities. Territories are managed by assigning segmented prospects to individual team members who are given specific goals….

Sales managers and business owners have to keep their sales team motivated to close deals and increase revenue. Working in sales is a high-pressure environment, and sales reps can be prone to burnout if they aren’t continually motivated, so it’s important to invest in motivation strategies that foster a great culture and improve productivity. A…

Corporate sales training programs improve sales skills of business-to-business (B2B) sales professionals whether you create your own program or hire training providers. The route you take depends on your budget, resources, and time. However, an effective program covers selling in complex sales cycles, focusing on skills like prospecting and can cost thousands of dollars. If…