Sales Management

Blog tagged as Sales Management

Account mapping Part 2: How to build an account map

These days, it takes a village to make a purchase decision. Gone are the days of calling up Joe from IT, catching up over lunch, and closing the deal a week later. Today’s sales reps get to woo an entire buying committee. 


In 2014, CEB began tracking the average number of people who have to form...

2020/09/13 10:15 PM - Comment(s)
Account mapping Part 1: A win-win for sales leaders and sales reps

Several years ago, our sales approach was very linear. Our reps mainly focused their efforts on account administrators, and as soon as they got a “no,” they would move on to work the next account.

We were hitting walls, and we were leaving a lot of value on the table. To compound the issue, leadershi...

2020/09/06 04:58 PM - Comment(s)
Typical Sales Management

It’s easy to laugh at a cartoon like this one by Artell, but we all have fallen victim to managing like this. The “more, more, more” plan destroys moral more than any increase in sales can justify, so how do you increase sales without the beat down?


For small businesses, the real culprit is time shor...

2020/09/06 04:04 PM - Comment(s)