by Janice Mars | Sep 12, 2018 | Leadership, Sales
There is so much focus on change. But not all change needs to be big, strategic sea change that takes months or years to implement. I’m talking about small, tactical sales changes that make you more efficient and effective. Even if you cringe at the thought of...
by Janice Mars | Aug 24, 2018 | Leadership, Sales
I’ve always looked at sales as a mind game because there is so much planning and strategy involved. One could even say sales is a lot like golf. You’d never hit the ball until you analyze and reflect on the lie, wind speed, distance and direction and a hundred other...
by Janice Mars | Aug 22, 2018 | Leadership, Sales
If you are a sales manager, you probably received some solid training, read lots of books,and learned from experts in the field through seminars, webinars and blog posts.And all along the way, you learned that your primary job as a sales manager is to develop and...
by Janice Mars | May 25, 2018 | Sales
In many instances, we limit ourselves in how we go about selling into large accounts. Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. But in the end, sales people struggle to reach their full sales...
by Janice Mars | May 11, 2018 | Sales
Sales managers have many different leadership styles. But most know the difference between telling their staff what to do and actually coaching their team. Still, many managers continue to dictate because they believe it’s faster and easier to get the results they...
