One of the most rote sales functions is prospecting. Sales managers have an opportunity to reduce this pain and make the exercise fun. The team that wins the championship isn't necessarily as skilled as the others, but they are driven to achieve. Get creative and inspire your team to crush the tomato!

Sales Management training is not as common as it used to be, as more and more organizations think Sales Management should already know it all. However, lack of sales management training is the root to most sales problems. Sales management training is just as important, if not more than, sales training. Find out how you could use sales management training to increase your bottom line!

Try this powerful technique during your next interview. You will be amazed by how well it works. Simply give them an objection, then sit back, listen and observe.

If you are in a position of leadership at your company, then you need to know how to inspire, train, motivate and lead people - all at the same time! By following these five secrets to exercising authority, you'll learn how to this starting today!

Sales Training is one of the most effective ways of maintaining a motivated and results oriented team of sales professionals. However, sales training is also known to have an impact for only up to 90 days, or for one quarter of the year. For sales training to be effective, measurable against results, in today's economy, it has to be ongoing and consistently re-enforced.

Many sales meetings are unproductive and not nearly as effective as they could be. "What's In It For Me?" When your meetings address this concern, attendance and active participation will increase, as will the buy-in for any necessary changes.

The best way for you as a business owner to manage your sales manager is to make sure they monitor, grade and coach their reps through the sales cycle and offer specific, effective sales skills and techniques for their reps to improve. And the best way for you to manage this is to add a section to your dashboard called "script grading adherence percentages." Remember, until you know how your sales team is performing during the sale, you won't be able to effectively change the other metrics that measure their performance after the sale.

There are some things that motivate your employees more than others. Yes, free coffee and bagels on casual Friday are good, but we are focusing on lead generation. What do they need to be more productive when generating leads?

It's often a better choice to hire reps without experience and put them into a structured program and training these new reps to succeed in your environment. Also, get in the habit of slow hiring and fast firing - most companies do exactly the opposite!

People don't care how much you know, until they know how much you care. This is an important employee retention and employee motivation discipline. Actions that get recognized or rewarded get repeated. Are you demonstrating appropriate behaviors in your employee retention and employee motivation strategies?