Tech Selling Strategies for the New Year

Job descriptions for technicians and other service personnel have universally evolved over the last few years. They now include a sales component. Some have gotten on the bus but many others are pushing back like I used to when Mom passed the broccoli at the dinner...

Because the Customer …

One afternoon the phone rang in my office and the cheerful voice on the line stated his name and told me that he was a ministry care center representative with a large Christian non-profit in San Diego that my wife and I support. He said he wanted to thank me for the...

Why Do So Many Sales Managers Fail?

Doug Robinson – Robinson Training Solutions, LLC Sales management is a very difficult job. I’ve always said it reminds me of “herding cats”. I’ve managed small groups of a few reps and I’ve managed multi-state teams numbering over 100. Regardless, the...

Sales Management Truths Part 2

The Brooks Group www.brooksgroup.com , a North Carolina based corporate sales training firm  published these sales management truths and I believe they are too good not to pass on to you. Last time I posted the first six, here are the second six. Truth 7: Pay plans...