Are You In Group 1, 2, Or 3?

(Note:  If you happen to be a mentor or sales manager, please do your “mentee” or team a favor and pass this along.) Sometimes, stating the obvious is nothing more than that; merely verbalizing what everybody in the audience already knows.  Sometimes, something is obvious to the speaker/writer, but is genuinely a novel concept for […]

How many metrics does a sales manager need?

As a group, sales managers are not big on “managing by the numbers.” Only a very few use more than a half-dozen or so measurements to monitor the quality and effectiveness of sales performance. Most rely on two, revenue and profit. They are the ultimate indicators of success, right? Why would anyone need to know […]