• Sales is hard. I say it all the time. In particular, running, leading and … [More . . . .]

    The 5 Key Components of a Healthy Sales Organization — No, It’s Not The Pipeline [Note to CEO's and VP Sales]

  • One of the TV shows I have come to really enjoy is Celebrity Apprentice.  … [More . . . .]

    Trace Adkins, Celebrity Apprentice and You

  • When is the last time you had a real conversation? You know the one where … [More . . . .]

    Conversations Win Sales…And Relationships

  • Recently I’ve had more than a few discussions with sales trainers and … [More . . . .]

    What Sales Trainers Can Do to Prevent Age Discrimination Against Themselves

  • It is a bit daunting to write an article with the title I just typed. It … [More . . . .]

    The Leadership Principles That Matter Most

The average tenure of a sales manager today is less than two years – actually, if the manager was promoted from within, because they were the most successful salesperson on the team, the average duration comes down to eighteen months.(Source: Chally) These statistics are quite shocking, but not surprising. This role has become the least secure in most organizations today, yet remains one of the most pivotal.

We want to help, so this area of Top Sales World is dedicated solely to sales leaders – including Sales Managers, Vice-Presidents of Sales, Sales Coaches, Sales Directors and CEO’s – ultimately any individual who is committed to developing their sales people’s potential and results.

We have assembled a team comprising of the very best sales management coaches in the world who will be contributing daily to a number of essential resource areas from sales team development session formats to online profiling, sales articles and process tools to fundamental sales management skills ….

Today’s Article

The 5 Key Components of a Healthy Sales Organization — No, It’s Not The Pipeline [Note to CEO's and VP Sales]

Sales is hard. I say it all the time. In particular, running, leading and building sales teams is hard. But, just because it’s hard doesn’t mean we have to struggle. There are only five things that affect your ability to make your number and understanding what they are and how you fair in each of [...]

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This Week’s Sales Team Development

Sales Call Planning: What to Know Before Every Sales Call

Eighty percent of success is showing up. - Woody Allen Woody Allen’s advice is pretty sound for salespeople as well, assuming you show up prepared. We acknowledge that sometimes you do just show up (or—hallelujah—a prospect calls you out of the blue) and you haven’t done any preparation for the sales call. It’s reasonable to suggest [...]

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This Week’s How to Guide

How to Take Shortcuts That Work

You don’t have to know how electricity works in order to use it. You just have to know how to turn on or off whatever devices you want to use the runs on electricity. You don’t have to know how an automobile works in order to drive a car either. You don’t really need to [...]

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This Week’s Leadership Skills

The Different Influencing Styles

The way in which you behave as a manager and the approach you take will have a marked effect on your ultimate success or failure. Having a range of approaches and styles of behavior gives you more flexibility. It increases your options – and your chances of success. Natural Styles Most managers have a natural [...]

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Latest Sales Management Issue

Creating Sales Compensation Plans for High PerformanceSales compensation plans that worked last year-may not be appropriate for next year. Compensation planning must be designed to pay for performance and attract top talent. Compensation programs must be strategic and aligned with corporate objectives. Are yours? DOWNLOAD