Managers Must Master Accountability

by | Feb 15, 2021 | Sales Management

I (Doug) remember back in the early 1970’s on my very first outside sales job, I had a manager who never held me accountable. We had a good relationship and he was fun to work for, but if I hadn’t been somebody who really wanted to excel and win, I wouldn’t have...

Ready, Aim, Fire Into 2020

by | Dec 30, 2019 | Sales Basics

The calendar on the wall says it’s that time of year to once again contemplate your sales goals for 2020. You must then determine how you will achieve them. Salespeople are very different in how they approach tasks like this, so different strategies might be employed....

Are You Tough Enough?

by | Sep 9, 2019 | Sales Management

It’s fairly common for sales managers to feel they are “too nice,” but most fear changing their ways. Some salespeople, steady producers who don’t want to be pushed toward greater success, think their managers are great. This is due to not being challenged to move...

Why Do So Many Sales Managers Fail?

by | Nov 15, 2013 | Sales Management

Doug Robinson – Robinson Training Solutions, LLC Sales management is a very difficult job. I’ve always said it reminds me of “herding cats”. I’ve managed small groups of a few reps and I’ve managed multi-state teams numbering over 100. Regardless, the...

Sales Management Truths Part 2

by | Oct 7, 2013 | Sales Management

The Brooks Group www.brooksgroup.com , a North Carolina based corporate sales training firm  published these sales management truths and I believe they are too good not to pass on to you. Last time I posted the first six, here are the second six. Truth 7: Pay plans...