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Sales Management Minute

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The BIG QUESTION Executives Need to Ask When Developing a Sales Compensation Plan

Are you paying sales commissions unnecessarily? You may be…if you have a traditional sales compensation plan. In this episode of the Sales Management Minute, learn the BIG QUESTION to ask to develop an effective sales compensation plan.

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The Sales Interview Question That Makes You HIRE the WRONG Candidate

There is a commonly asked sales interview question that could lead you to make a poor hiring decision. In this episode of the Sales Management Minute, learn this sales candidate interview question to avoid and why.

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Sales Training Is A Waste of Time!

In this episode of the Sales Management Minute, you will find out why sales training is a total waste of corporate resources.

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Why Most Sales Compensation Plans FAIL?

There is a key point missing in the development process of most sales compensation plans. In this episode of the Sales Management Minute, learn the key to constructing an effective sales compensation plan.

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The One Critical Question Top Sales Managers Ask of Their Sales People

Sales people are inherently optimistic. Yet, the same optimism that helps them succeed also causes them to fail. In this episode of The Sales Management Minute, learn the question top sales managers ask of their sales people to ensure success.

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Have You Mastered The Two Keys To Becoming A Top Vice President of Sales?

There are two keys to becoming a rock star Vice President of Sales. In this episode of the Sales Management Minute, you learn what it takes to lead the pack.

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Revenue Is NOT A Sales Metric!

Ask most business executives what metric they use to gauge their sales team and they will tell you it’s revenue. In this episode of the Sales Management Minute, you will learn why revenue is not a sales metric and the 4 keys to developing your sales metric management system.

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The Proof – You Believe the COMPETITION Is BETTER!

Sales leaders don’t say the competition is better, but their actions convey that they believe it. In this episode of the Sales Management Minute, learn how to avoid this sales management mistake.

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The Absolute Toughest Sales Management Role

There is one sales management role that is more challenging than any other one. In this episode of the Sales Management Minute, you will learn what that role is and the three keys to making it successful.

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STOP Telling Your Sales People to CLOSE!

“Great sales people close…” Not true! In this episode of the Sales Management Minute, you will learn that this age-old expression misses the mark and how top sellers really achieve success.

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The Worst Needs Analysis Question

There is an age-old, needs analysis question that sales people ask, but it hurts them more than it helps. In this episode of the Sales Management Minute, learn what that question is and why you should avoid it.

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Will You Pass The $20,000 Test? Probably Not!

The figure $20,000 is merely a number, but business leaders don’t always treat that number with the same level of scrutiny when spending it. In this episode of the Sales Management Minute, learn the $20,000 test that most business leaders fail.

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Two Words Guaranteed To Turn Prospects OFF

There are two words often used by sales people that unintentionally kill their deals. In this episode of the Sales Management Minute, learn what those two words are so you can avoid them.

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Why Role Playing Has No Place On Your Sales Team

Sales leaders regularly conduct role plays with their sales team. In this episode of the Sales Management Minute, learn a better approach to help your sales people improve.

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Sell the Value! A Sales Management Coaching Mistake

When the price concern arises, sales managers tell their sales people to sell the value. Listen to this episode of the Sales Management Minute to learn why – sell the value – won’t get the deal done and what sales people should do instead.