Sales Management
Manager, Do Your Job.
Manager, Do Your Job. The 5 Tasks A Manager (Or Small Business Owner) Must Do The most important work of a manager’s role is usually neglected. Why? Perhaps it’s because the manager believes they “hire adults” and “don’t have time to babysit.” It could be a misunderstanding of modern leadership. It could be that they’re…
Read MoreThe Manager’s Concern
The Manager’s Concern Is it in the right place? A solid manager I coach recently shared a challenge he has right now. Him: “I was just given our number for the year.” Me: “And?” Him: “It’s big. It’s really big.” Me: “Ok. How do you feel about that?” Him: “I’ve got concerns, man.” Me: “Do…
Read MoreHow To Do Compensation
How to do compensation? At least for sales. In the last 8 weeks, four companies have asked me about compensation design for salespeople. The reasons for the conversations varied from company to company. In one case, the role the CEO had imagined for sales had changed, and he needed to invest more in post-sales service.…
Read MorePeople Management in Sales: The Basics
People Management in Sales: The Basics “Business is easy. It’s people that are difficult.” – Warren Buffett For 10 years, I would talk to owners of small businesses (up to 75mm in sales, if you’re wondering how I define a small business), and inevitably hear the following: “I just want to hire someone who doesn’t…
Read MoreHow To Run The Meetings You Actually Need For Sales
How to run the meetings you actually need for sales? If you lead a team and you’re not familiar with the concept of maker time vs. manager time, it’s worth digging into. It’ll help you think through how to divvy up days for your people based on their work. Recently, I worked with a company…
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