Andy Paul logo

Sales Management

Sales Management

Sales Management

A sales manager at the helm of a sales team has the responsibility not only to manage the definition and implementation of effective sales processes but must also provide the leadership and coaching his or her sales team requires to effectively utilize the sales...

read more
Avoiding Sales Management Pitfalls That Slow Down Orders

Avoiding Sales Management Pitfalls That Slow Down Orders

Why are your sales so slow? I’m not referring to your order rate. I am talking about the activities and processes that have to be happening in Zero-Time in order for you to achieve your sales goals. One thing leads to another and if you are running in place in February, you’ll be running to catch up by March and hopelessly behind by […]

read more
Get Rid of Quota

Get Rid of Quota

Is it time to stop relying on quota achievement as a measure of sales productivity? Annual research findings from CSO Insights have documented a steady year over year erosion in the percentage of B2B sales reps that attain quota. If less than 50% of sales reps are...

read more