Secrets of the Most Successful Sales Managers
What if it were possible for a sales manager to increase her effectiveness not by working more efficiently, but by choosing her tasks more "strategically?" In this Field Notes article, first published in our e-newsletter Forum Insights, Forum Consultant Jeff Baker reveals how Sales Managers can achieve a dramatic impact on their sales results.
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Are Your Salespeople Tuned Into The Customer's Wavelength?
In this Field Notes article, originally published in our newsletter Forum Insights, Forum Consultant Tom Atkinson shares some of the key findings from the recent Forum survey: Sales Force Effectiveness: A "Street Level" view.
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Managing the Dilemma Between Transaction and Relationship Selling
Xavier Martin is a Forum partner with over 20 years of experience training and coaching in sales, management and leadership.
In this interview, he examines the most important dilemmas impacting sales management today and exposes the most common pitfalls for new sales managers.
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Driving Growth Through Sales Transformation
Helping the people in your sales organization understand their role in executing your strategy, and aligning individual attitudes and behaviors with the strategy, you can be sure you are connecting with the right customers, winning their business, and keeping them loyal.
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The Territory Time Warp
It's the 21st century. So why are your reps managing their territories like it's 1975?
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Sales Managers: The New Triple Threats in Driving Organic Growth
By helping their sales managers master three critical areas, organizations can drive organic sales growth.
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Climate - Lighting the Fire of Success
Forum's recent sales research documents the powerful role that sales managers play in the success of a sales organization. Climate is one of the key success factors that these managers pay attention to. Climate can be measured, managed and improved. Positive sales climates that emphasize clarity, commitment, responsibility and recognition produce superior results.
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Communicating with Stories
They're faster than a bulleted list, more powerful than a logical argument, and capable of spanning multiple audiences in a single telling. They're stories. Stories enable us to communicate clearly and concisely about the kinds of issues that have depth and breadth, subtlety and color, time and texture. This paper describes why and how they're used in business, and offers a powerful communications model for business.
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The Pressure Paradox
Despite our turbulent times and a competitive global economy, sales organizations can survive and thrive inside the Pressure Paradox -- but only if they pay attention to their Pressure Points. Sales forces can become more effective by improving the way in which people are managed, by placing them in an environment that encourages their performance, and by ensuring that the sales support processes maximize opportunity and customer satisfaction.
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The Cure for the Common Sales Force: It's not just what, but how you sell that wins in the increasingly competitive world of pharmaceutical sales
This paper looks at the unique and challenging selling environment pharmaceutical salespeople now face, due to increasingly stricter policies set by legal and regulatory agencies, as well as individual medical centers. Forum reviews traditional selling practices in an environment that often provides sales reps less than 2 minutes to pitch their target. We then illustrate the benefits of taking an entirely different sales approach - one that focuses on gaining the doctor's trust and confidence, rather than simply imparting the details of the newest drug and dropping off product samples.
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The Sales Managers Precarious Perch: How High-Performing Sales Managers Find Balance, Deliver Results
Sales managers constantly strive to strike the perfect balance between meeting immediate needs and future goals, between closing sales and mentoring new stars, between setting strategy and assuring its implementation. Learn more about how your sales managers can balance their priorities and achieve organizational success.
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As the Economy Rebounds, Will Your Sales Force?: A revitalized economy requires new sales force and sales management strategies
Signs of an economic rebound are abundant. This new environment, while creating opportunity, also creates new demands for your sales force. Sales organizations that adopt recovery-oriented strategies and stay focused on the needs of customers will be rewarded with increased customer loyalty and repeat sales.
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At a Loss for Words How Salespeople Squander Conversations with Senior-Level Customers, and What to Do About It
Having conversations with senior business leaders presents a new and difficult challenge requiring superior skill, preparation, and knowledge that only the most accomplished salespeople have mastered. High-performing salespeople are experts at using communication skills in sophisticated ways, so that their customers see them as adding exceptional value and insight to every conversation. Getting and staying at the top requires an understanding that the audience is unique, and the means to the end are different. The stakes are higher, and so are the expectations.
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