Sales Force Management

6 Types Of Sales Leaders Here are 6 common sales leadership styles: authoritarian, paternalistic, democratic, laissez-faire, transactional and transformational: Authoritarian Authoritarian sales leaders engage in one-way and downward communication, control discussion with followers, and dominate interaction. Parental Parental sales leaders could play favourites, including workers more apt to follow and excluding the ones who were […]

Recruiting and Retaining Having the best talent on your sales team will improve your bottom-line. 

Great sales managers must also become great human resources managers in order to recruit and retain the best talent. In recruitment, it’s important to create a list of the knowledge, skills and abilities (KSAs), candidates must possess, as well as […]

A great salesperson does not equal a great sales manager. It seems natural for the best performing salespeople to become promoted to positions of sales managers. However, many sales managers struggle in that role because they lack the knowledge, skills, and/or abilities to fully support their sales teams as they should. What made my former […]

 Calvin is a Sales Director leading a team of sales professionals. He’s an advocate of training and enrolled his team in our 4-day sales training programme. Calvin wanted his team to be more proactive in prospecting and looking for opportunities. During the sales training programme, the team shared their common sales challenges, best practices and success […]

“How do you hire the best candidates for a sales role?” That’s a question I’m asked often by sales leaders. In fact, yesterday I spoke with a Managing Director of a shipping and marine supply company who shared the following two major challenges: competition from well-branded multi-national corporations for applications and selecting the best candidates […]

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