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Vector Firm

The No. 1 idea for hiring the right salespeople

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09/25/2019

There are several reasons that can explain a low success rate in hiring salespeople; however, one reason that often gets overlooked is that companies get fooled during the interview process.

The five keys to coaching without micromanaging

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07/19/2019

Micromanager. There aren’t many worse labels to pin on a boss. When considering sales managers, the term is exponentially more volatile – and more common. It’s hard for a sales manager to not be considered a micromanager.

The 10-year transition from sales to account management … and how you can reverse it

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05/06/2019

In the last decade or so, the black and white contrast between sales and account management has become a large glob of gray.

Six ideas to making successful sales contests

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12/12/2018

About 20 years ago, my boss pulled me into his office and asked a favor. We were entering June and all indications were pointing to a slow second quarter. The company needed sales. He needed sales. His request was direct: “I need you to pull in every dollar possible this month. I’ll approve whatever you need—just bring in the sales.”

How a manufacturer sales person can lead without authority

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10/17/2018

I was recently onsite working with the sales leadership of a manufacturer client of ours. We were brainstorming ideas that would boost the influence of their regional sales managers with their channel partners. Leadership’s perception was that their field sales managers were working so hard on the day-to-day that they were making less of an impact on their partners.

Six CRM best practices for sales managers

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08/29/2018

If there is one thing all sales people can agree upon, it’s that most companies have a poor CRM process. Fortunately, most of these challenges can be corrected by the sales managers, so I’ve decided to offer the six best practices that I’ve seen help companies fully utilize a CRM system.

Four mistakes to avoid when hiring sales people

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06/19/2018

If there is one statistic that is common throughout the security industry, it’s the miserable rate of success in hiring and retaining successful sales people.

Five ways a sales leader can find and win new accounts

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05/30/2018

For a million valid reasons that are beyond the scope of this column, commercial security has evolved into an industry of account management.

One thing every sales manager should have

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05/23/2018

I’ve frequently described the sales leadership job—whether the title is chief sales officer, sales manager, or anything in between—as the most vulnerable job on the org chart. Even though there are dozens of factors that lead to sales success and failure, the sales leader is the one person that rides the roller coaster throughout the entire process. In fact, I’ve often stated that being a sales leader is like being an NFL head coach.

Five best practices of effective sales coaches

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04/18/2018

One of the largest gaps I see in sales managers’ performance is their lack of coaching. I don’t mean formal sales training, but coaching done by one’s boss—the roll-up-the-sleeves and show-you-how-to-do-it type of coaching. I’m referring to the field rides with 45-minute debriefs at Starbucks, working on a solution in a closed conference room together, and running through role-playing scenarios in the car, just before heading in for the presentation. That’s coaching.

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