What Do Sales Managers Do?

In my sales career I’ve had the privilege of leading several sales teams that had excellent performance after being an individual contributor when I started my sales career. Which do I prefer? I actually enjoyed the role of a sales account executive more than...

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How Sales Managers Work

Sales managers have numerous responsibilities to their manager and for their sales team members. It always seemed that when I was in that position, I would juggle many balls on a daily basis. And of course, with every job, you’re not always excited about some of the...

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Is Sales Training Effective?

As a sales leader, how do you know if the sales training you are leading is effective?  How do you measure the outcome of the training that your team has taken? First, as a sales leader and trainer we have experienced that successful training only happens when leaders...

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