by Doug Robinson | Aug 22, 2022 | Sales Management
Managers know how important it is to get the most from their sales teams, but most don’t really know how best to accomplish this. It seems that there are two kinds of leadership; one based on controlling folks, and another based on empowering them. I probably don’t...
by Doug Robinson | Apr 29, 2019 | Sales Management
Today rather than providing a tip or strategy for the “new crew” in your sales room, let’s look at your omnipresent sales guy that I’ll call Sherlock. Certainly you are thankful for this senior, albeit anal, anchor member of your sales team. Come on, you know who I’m...
by Doug Robinson | Apr 1, 2019 | Sales Management
All too often, as a manager or business owner you spend most of your designated sales-related time measuring performance. Realizing that “what gets measured gets done,” you should spend some time measuring your management performance. Most sales managers aren’t held...
by Doug Robinson | Jun 18, 2014 | Sales Management
Managers know how important it is to get the most from their sales teams, but most don’t really know how to accomplish this. It seems that there are two kinds of leadership; one based on controlling people and another based on empowering people. I probably don’t need...
by Doug Robinson | Mar 19, 2014 | Sales Management
Equation Research, in one of their surveys, asked nearly 300 sales managers this question: “How many hours per week do you spend coaching your salespeople?” Survey says… 37% said less than 3 hours 36% said between 3-5 hours 17% said between 5-7 hours Translation: 90%...