Comments on: How To Avoid Fatal Sales Management Pitfalls {Webinar 3/7/07}

By: Bill Brooks

Bill Brooks — Wed, 14 Mar 2007 18:39:31 +0000

We have some good resources -- The New Science of Selling and Persuasion (for sales managers). Also, another great source is the book, Time Management (McGraw Hill)

By: Will

Will — Wed, 14 Mar 2007 18:14:12 +0000

What (in your opinion) would be a good source of information on time management strategies for sales managers?

Thanks,

Will P.

By: Bill Brooks

Bill Brooks — Wed, 14 Mar 2007 18:12:58 +0000

If I had a preference it would be to manage/lead the sellers. However,
in some cases, it helps to have a selling sales manager — that way the
person isn’t managing a sales team from “ancient history.”

By: Mari

Mari — Wed, 14 Mar 2007 18:12:20 +0000

should the sales manager sell or just management/coach the sellers???

By: Bill Brooks

Bill Brooks — Wed, 14 Mar 2007 18:09:18 +0000

Unfortunately, small companies often mean more hats. The issue is to
determine from a strategic standpoint what is more essential. For
example, if you have no sales, what can you deliver? If you have lots
of inventory, it may mean you over-order or have poor sales.

I go back to the old saying: Nothing happens until someone sells something.

By: Allison

Allison — Wed, 14 Mar 2007 18:08:00 +0000

You say that its not the sales manager’s resbonsibility to deal with inventory, operations, etc.

What about when you work at an orginazation of only about 10 people and you are in fact in charge of all of those areas?

By: Bill Brooks

Bill Brooks — Wed, 14 Mar 2007 18:06:34 +0000

Great question! The problem is that lots of salespeople depend on
marketing…marketing thinks salespeople should…and sales mangers are in between.

Here’s my answer:

* Marketing creates awareness

* Marketing can provide some leads

* Salespeople should be expected to create their own leads

* Sales managers should monitor and check lead flow and
effectiveness of lead qualifying and conversion

Marketing creates awareness

By: Alan

Alan — Wed, 14 Mar 2007 18:04:56 +0000

lead generation, who is responsible for getting leads: salesperson vs sales manager vs marketing

By: Bill Brooks

Bill Brooks — Wed, 14 Mar 2007 18:02:07 +0000

David,

Thanks for you comment. I’m glad to reinforce your belief — experience is a great teacher, isn’t it.

By: David

David — Wed, 14 Mar 2007 17:59:57 +0000

Great job!!!

I had been in various sales positions within the Blue system for the
last 18 years and recently got to the point you mentioned… I had a decision to make. I am now out on my own as a consultant and am just starting to develop my business.

Your insights are right on the money and your style is great. Thanks
for the information and encouragement. Hearing you say what I have known for years reinforces that I made the right call.

Keep up the great work.

David