You earned your management role because of your strong performance in the field, but that’s not the only reason. Some amazing reps never become managers, so what different qualities did you have? Perhaps it was your leadership skills or maybe your patience. One universal trait of team managers is that…

“CRMs have improved a lot since the 1980s.” I know what you’re thinking — ‘my CRM looks like it was built in the 1980’s.’ Believe it or not, CRMs have improved, but not in the linear manner the industry wants you to believe. If you were to graph the progress…

Remember the halcyon days of the floppy disk? For some readers, that era is already ancient history, having grown up in the internet and cellphone age. …

As most people know sales is a hard job. If it were easy, everyone would be doing it and rolling in the commission checks. It is challenging for a number of different reasons, but the main reason being it is hard making relationships. To build a relationship you need to…

You wouldn’t think it, but some of your top sales reps may not be as happy as you think they are. This unhappiness could cause them to leave. As a manager, you never want to see talent go. Especially talent that is producing revenue and making you look good. …

Goals are something that we all set for ourselves and have for our whole lives, but do we always know how to set goals? We often set goals, but don’t always follow through. Heck, I can’t count the number of New Year’s resolutions I have set and failed at. In…