It was one of the toughest decisions I ever faced in business. I was running a media business and needed to appoint a strong number 2 – probably the person that would take over from me. And there was no shortage of candidates. Two strong contenders from within, and a clutch of up and comers…
Quick question: who is the best salesperson in your team? Did the name come easily? Now for a more difficult question: what made you choose that person? What criteria did you use? Or did you simply opt for your ‘gut feel’ answer? Why not try another way, or several ways, to come up with the…
It was one of those breakthrough comments that changed the way we worked. We were in the throes of a brainstorm, trying to conjure up new ways of recruiting radio sales executives. A shortage of talent meant the costs were going up, even for mediocre performers, and we were having doubts whether we wanted to…
Any good manager will tell you that they surround themselves with people that are better than them. The weak ones do not subscribe to that belief. They just manage, work on the ones that they want to be friends with and ignore the winners by simply leaving them alone. To survive in direct media sales,…
*Ed Note – This is a follow up to the Barriers to Sales Performance – Motivation post Great – you have motivated and willing sales staff but do they have the ability (or skills) to do the job? For most of us, “sales” is a learned behaviour honed on the streets (with a blue suitcase full…
In my last post we listed the first 50 tips on being a better sales manager. Here are the next 50, in no particular order. The full 100 will be available in our resource areas next week. Get your invoices sent out at the end of each flight, campaign or promotion. Review collectibles every month….
