A compelling and differentiated value proposition is critical in selling—we all know this, yet this remains one of the biggest challenges facing sales professionals. This post examines 5 critical elements about developing and communicating...

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Consider the following letter by an active head of one of the largest software company in America: “Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a year if they deliver the goods; we are willing to pay..

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Joe is a successful district sales manager who could work in any industry and for any company. In fact, there are many Joe’s in all companies. Each month Joe is put to the test with different sales reps he must coach to success. Joe has decided to...

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I have decided to write a series of Blogs on a sales manager named Joe. Joe is a district sales manager who could work in any industry and for any company. In fact, there are many Joe’s in all companies. Joe is just a shade away from being a great...

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In a study performed in 2007, it was found that by year-end 2009, forty-one percent of the time an employee spends at their job will be spent responding to email. Forty-one percent! With the portability, ease and pervasiveness of email, it's no...

{"title":"Does This Common Sales Management Killer Hinder You Too?","post_url":"http:\/\/www.salesmanagement20.com\/xn\/detail\/1984937:BlogPost:24710","feed_url":"http:\/\/feeds.feedburner.com\/FeaturedBlogPosts-SalesManagement20","author":null,"date":"2009-05-27 18:42:27","summary":"In a study performed in 2007, it was found that by year-end 2009, forty-one percent of the time an employee spends at their job will be spent responding to email. Forty-one percent! With the portability, ease and pervasiveness of email, it's no..."}