In a majority of sales organizations its standard practice to promote the top sales people into management positions.  Unfortunately its also standard practice to cause these first time sales managers to fail by not providing them the training and support they need to make the transition into management. This is a double disaster for organizations because not only does the organization often get rid of or loose the new manager, they also loose the sales they were bringing in as a top producer.  This week Joe and Mike discuss the pitfalls of promoting your best sales people into management and offer some advice on how to avoid it.

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SalesActionPlan.com

At this very moment millions of people are listening to sales presentations and most of them are probably thinking "when will this be over?" Let's face it sales people exert a lot of energy to get in front of prospects and a good percentage of those sales people blow it by making a mediocre presentation. How are your prospects reacting to your presentations? Are you talking about your client's needs? Could your presentation be better?  What are you doing to distinguish yourself from the competition? This week Joe and Mike discus the anatomy of a lousy pitch and give you some ideas about how you can improve yours.

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SalesRoundup Blog
SalesActionPlan.com

Establishing A False sense of reality be careful what you ask for as a manager you just might get it

Are you being bombarded with requests from your managers? In tough times insecure management will lash out by requesting detail information about everything you are doing! This is not productive and often times will have an opposite effect.  This week Mike and Joe  discuss or shall we say "commiserate" on what to do when management asks for too much information!

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SalesRoundup Blog
SalesActionPlan.com