Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in my new book, The Sales Executive Handbook: 8 Essential Elements of Sales Management, available on Amazon. Each week for 8 weeks, I am presenting one of the elements. Element 2: Create Your […]
Read MoreBuilding a Sales Team
Element 1: Establish Your Foundation
Posted by David Wallace on December 21, 2020
There are 8 Essential Elements of Sales Management Element 1: Establish Your Foundation Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in my new book, The Sales Executive Handbook: 8 Essential Elements of Sales Management, available on Amazon. Over the next few […]
Read MoreThere are 8 Essential Elements of Sales Management. How Many Do You Do Well?
Posted by David Wallace on December 9, 2020
Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in a book, The Sales Executive Handbook: 8 Essential Elements of Sales Management. How many of these elements does your organization really do well? Element 1: Establish Your Foundation – define your goals and develop a […]
Read More“The Sales Executive Handbook” is now Available on Amazon!
Posted by David Wallace on November 18, 2020
I’m pleased to announce the availability of my new book, The Sales Executive Handbook: 8 Essential Elements of Sales Management. This book is available on Amazon in both paperback and Kindle (ebook) versions. The Sales Executive Handbook presents the 8 elements that are essential to building and managing a successful sales team. They are: Establish […]
Read MoreA Tale of Two Sales Teams
Posted by David Wallace on January 22, 2020
The CEOs of two different companies recently asked for my help. They have similar challenges, how to grow their revenue and market share, but from different perspectives. Company 1 delivers high-quality products to nationally known customers. They’ve grown their business by growing their customers and expanding their footprint across their customers’ business lines. Their customer […]
Read MoreElement 6: Drive Specific Performance
Posted by David Wallace on December 19, 2019
Effective sales managers motivate their sales team to achieve higher performance levels that are specific to strategic success. They often employ three tactics: clear communication of expectations and strategy, incentive compensation and non-monetary incentive programs. Clear communications — If you clearly identify a goal and lay out a strategy or path to the goal, your sales […]
Read MoreElement 5: Develop and Manage Your People
Posted by David Wallace on December 19, 2019
It’s not enough to simply hire good sales representatives. You need to manage them to ensure they are working toward your goals and executing your strategy. Left to their own devices, even the best sales representatives will put their own interests first which may, or may not, coincide with your strategic goals. Training is also […]
Read MoreElement 2: Create Your Sales Organization
Posted by David Wallace on November 20, 2019
There are 8 Elements of Effective Sales Management Element 2: Create Your Sales Organization How you define your sales organization depends on your strategy – what you’re selling, where your target market is, who you’re selling to, and how you plan to reach your market. You may need an inside sales organization that focuses on lead […]
Read MoreWhat do you look for in your sales reps?
Posted by David Wallace on July 29, 2019
Sales representatives bring a lot of skills and qualities to your company. Here’s a list of skills and qualities I think every sales rep should possess. Integrity – honest in all their dealings with you, your company, customers and prospects. Intelligence – understand their customers’ businesses, anticipate needs, adapt your solutions to meet new challenges, […]
Read MoreInside Sales and Outside Sales – Working Together
Posted by David Wallace on March 18, 2010
When you employ both an inside sales team and an outside sales team, how do you divide your sales responsibilities? Without a clear definition of responsibilities, inside and outside sales reps can battle with each other instead of with the competition. If they battle over territories, customers and job roles, your customer gets caught in […]
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