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Saturday, September 3rd, 2016
As part of his Masters programme, SAP’s Brice Faure researched whether a sustainable coaching methodology could support SAP sales managers during the process of transforming the business into the Cloud. The concept of coaching has been much discussed in recent decades and part of my project has been to understand what coaching means and embraces. Too often in my reading,…
Thursday, April 7th, 2016
The data analysis provided here offers insight into what motivates “account managers”. Motivators are the extrinsic factors that determine whether your salespeople really get up in the morning “ready to rock and roll”’ – or not! The global data in the following charts provide insight into what motivates people from different regions. It will help sales leaders decide whether in…
Saturday, January 30th, 2016
Continuing from the review of sales manager behaviours by region in the previous edition of the Journal, this time we are looking at regional variations in skills, critical reasoning and motivators (what motivates the individual sales manager) across the same group of sales managers. Data published in edition 1.3 (October 2015) indicated that sales managers in China were behaviourally less…
Saturday, January 30th, 2016
While coaching is universally considered to be a vital predictor of salesperson success, benchmarking data from Blackdot suggests that sales manager coaching of reps is happening far less than expected and is highly variable in consistency. According to the report Unlocking Sales Manager Coaching Impact – A holistic approach for enhancing coaching outcomes, the typical solution has been to try…
Saturday, October 31st, 2015
What can we discover from research about the best way of dealing with problem salespeople? In the 15 years I have spent working with frontline sales managers, one particular issue has loomed larger than any other. Specifically, when a sales manager is faced with a problem with one or more of their salespeople, how best should they deal with it?…
Thursday, October 1st, 2015
Key takeaways There are clear common themes across all regions, especially notable is Planning and organising. “You would have thought that this would be a key factor for sales managers to be strong but clearly not!” comments Andrew Dugdale of SalesAssessment.com, the company that provided the data. Also notable by its absence is Interpersonal sensitivity – “yet another key sales…
Sunday, April 12th, 2015
Blackdot on the value of sales managers First-line sales managers are drivers of performance for pharma sales representatives, as they are in other industries… The profound and compounding impact sales managers have on their sales teams means that 1 high-performing sales manager is as valuable as a handful of high-performing sales reps. High-performing sales managers manage teams that achieve superior…
Saturday, April 11th, 2015
Jeremy Noad, Global Performance Transformation Expert in Customer Management, Marketing and Channels at The Linde Group, says: “I have two books on the desk at all times: Rethinking Sales Management by Beth Rogers; and Brilliant Selling: What the Best Salespeople Know, Do and Say by Tom Bird and Jeremy Cassell. “Previous favourites have included Building a Winning Sales Force: Powerful…
Saturday, April 11th, 2015
Carl Day, Sales Director at Toshiba TEC UK Imaging Systems singled out Cracking the Sales Management Code by Jason Jordan and Michelle Vazzana, which he read as part of the core reading in his latest Masters module. He says: “While it has split opinion in our group it is a good reminder of all the pointless things we do in…
Saturday, April 11th, 2015
Last year’s spat between Mercedes Formula 1 team drivers has implications for the performance of business teams, a recent study suggests. HOW does a sales manager harness the abilities of two competing star performers in the sales team to best advantage? The manager’s skill at getting the best out of his team could have a significant impact on the fortunes…
