To have a successful sales organization, all elements in your company must be in sync. However, no matter how hard you try to keep all parts of the sales organization running as smoothly as possible, there could still be overlooked challenges. These challenges like unclear strategic direction could have a direct impact on your sales growth.

Sometimes we all need to channel our inner Joan Rivers and have one of those “Can We Talk?” conversations. While her raunchy sense of humor turned this phrase into code for “Here’s my advice for what an idiot you are”, there is a good lesson in the overall idea. Sometimes we have to sit down […]

For those who don’t know, there is a phenomenon here in Minnesota that is known as “Minnesota Nice.” It refers to how Minnesotans are generally courteous, reserved, and mild-mannered. It’s not strange for a Minnesotan cashier to hold up the line because they know one item in your cart had a coupon and they’re going […]

At our Sales Leader Alliance (SLA) peer group, we’ve had a few questions recently regarding the career path for sales people.  In each case the Sales Manager was approached by a sales rep interested in moving to “the next level”, usually management. These ambitious employees are important to the success of the company.  You want […]

Securing sales comes down to persuading the customer to choose your solution over your competitors. Not only do you have to convince the customer that your company and products are different, but you also have to convince them that the difference is worth paying for. Here are a few ways to make your product and services stand out.

One of the most common questions we hear is, “What’s the best way to manage sales people?” The dilemma is understandable. Unlike other functions, sales is often done out of sight. You may not always know how your sales people spend their time. Sales people also have different styles and approaches to building trusting relationships […]

Do you need a way to accelerate improvements within your sales organization? What about scheduling more meetings? (Politely holds ears while you grumble.) Please hear me out, because I’ve got a solution that will result in better use of your time and will help you focus on more tactful strategies. It is called a Sales Operating System (SOS). No not the universal code for extreme distress, rather a way to improve your overall sales performance and to save you from your own sales anguish.

Why do people hire personal trainers? They already know they need to eat better and exercise more, but a trainer will develop a customized work-out routine, push them harder than they’d push themselves, and hold them accountable for their progress. That’s the same approach you should take with your sales process improvement. Just like the […]

Focus on the importance of sales plans. Many salespeople are quick to laugh off the idea. To a great many, sales plans are a mere formality used by organizations at the start of the year to provide forecast data to C-level executives. Once those forecasts are adjusted to acceptable levels, what happens to the sales plans? Typically, the plans are filed away only to be glanced at quarterly, biannually, or never again. Here are four advantages of having a practical sales plan.

Early this April, Pivotal Advisors partnered with The Sales Management Association to host a Webinar to give sales managers specific insight into how they can win more time for strategic, team- and sales-cultivating work. Titled “Visibility for the CEO, Sanity for the Sales Manager,” the Webinar was an opportunity for us to share proven best practices in managing up. However, because leisurely moments are so rare for sales managers, we have summarized in this blog, the three best practices in managing up discussed in the Webinar.

Does this sound familiar? Six months ago, you promoted "Bob," an outstanding salesperson who has excellent skills and the respect of the sales team to sales leader. Today, Bob is busier than ever — on calls with the other salespeople, helping to close their deals. The new salesperson hired to replace Bob is struggling, generating less revenue than Bob did in his former role.

You may think a successful start to sales training begins with a room full of eager, well-prepped trainees. It might be a good start for the trainer, but a successful sales training program must start with an entirely different audience: the sales leader.