There is no sales management problem that can not be solved by good recruiting.
Only 5% of the population is capable of managing itself...only 2% is capable of managing others.
The primary responsibility of sales management is to replace itself
When considering a new potential hire, select do not settle
Past results are the best predictor of future success
Manage activities. You can not manage results.
Selection is the process of eliminating unqualified or marginally qualified candidates
Plan your work, then work your plan
Manage the important - not the urgent
Sales people respond to rewards and recognition... and ultimately recognition is a more powerful motivator
Praise in public - criticize in private
Top producers call you. You do not have to call them. And, when good producers call you, they always have specifics
It was decided a long time ago: Poor performers pull down good performers... Good performers can not pull up poor performers.
Never be reluctant to eliminate a poor performer - the entire team will perform better as a result.