When a top producer loses focus and starts going through the motions with little urgency, it may be sales burnout. Learn what to ask, how to find the cause, and turn them around to get them back on track.

SMW_023 How To Deal With Sales Burnout

SMW_022 Planning Your Goals For The New Year

Having a feedback system is Key Why do you need a feedback system? Because one of the areas sales management have trouble with is giving feedback to their salespeople.  Most don’t do it at all, and of the ones that do, don’t do it well.  That’s because it’s not easy to give feed back if […]

SMW_021 A Feedback System For Sales Managers To Improve Sales Performance

SMW_020 The Sales Manager

Knowing How to Motivate Your Salespeople is Essential You always here that coaches of professional sports teams have to motivate their millionaire players.  If it’s important to motivate people making millions, As a sales leader, you need to find a way to motivate your salespeople.  That’s what we talk about in this podcast. One of […]

SMW_019 How To Motivate Your Salespeople

The First Question Is Why Should I Use A CRM System? In this audio podcast we are talking about CRM, Customer Relationship Mnagement Systesm.  What if you had one place where you could find all the information you needed about your sales team, your customers, and your prospects? What if you could click on an […]

SMW_018 What CRM Systems Should I Use To Manage My Sales Team?

Territory planning For Sales Success Territory planning, the design of your territories, and how those sales territories are managed is crucial to sales management success.  In this podcast the goal is to give you a chance to look at the territory planning process. What is Territory Planning, Territory Design, and Territory Management? We’re talking about […]

SMW_017 Sales Territory Planning, Design, and Territory Management

Customer Visits Are Key To Keeping Customers In this audio podcast, we help you develop your program for conducting customer visits.  It’s no secret that for most businesses 80% of their sales come from about 20% of their customers.  Customer visits keep you close to those customers.  Whether you are involved in a short sales […]

SMW_016 Customer Visits Protect And Grow Your Customer Base

Sales Reporting Should Be Aligned With Your Sales Process In the last podcast we pointed out that it’s best to make sure that your sales reporting is relevant to results you want to accomplish.  The best way to do this is to build your sales reporting around the sales process. Before we go on.  I […]

SMW_015 Sales Reporting, Using The Sales Process And Sales Metrics

Sales Reporting Sales reporting serves an important roll in business.  The goal of this podcast is to help you take a look at your sales reporting process.  This is the first of two podcast about sales reporting.  To take a look at your sales reporting process we will talk about: Produce sales reports The sales […]

SMW_014 Sales Reporting, Are You Using The Right Sales Metrics?

Sales Potential The term sales potential is an often overused. Sales Managers hire based on potential, but what does the sales manager do to insure that potential is realized?  Everything we talk about in the Sales Management Workshop podcast, is related to the strategies and tactics needed to meet and exceed your sales objectives.  To […]

SMW_013 Sales Potential, Is It Real Or A Waist Of Time?

Sales Coaching Is Key If you manage a sales team, by default, you’re the coach. We’ve talked about field sales coaching, now we look at one-on-one coaching sessions to improve performance. How do you coach your salespeople and maximize their performance? That’s what we are going to talk about today. We are talking about sales […]

SMW_012 Sales Coaching, To Maximize Sales Performance, You Have to Coach

Sales one-on-ones are your key to effective sales management Effective management requires effective communication.  The best tool you have in your magical management tool bag are the weekly sales one-on ones you have with each of your salespeople.  If you want to have your salespeople functioning at the top of their game, You have to […]

SMW_011 Introduction – Sales One-On-Ones

The Key to Sales Field Coaching Is Leadership The job of a sales leaders and manager is to serve.  George S. Odiorne, developer of a management concept that became popular with businesses around the world, said, “Coaching isn’t an addition to a leader’s job, it’s an integral part of it.” When we look at field […]

SMW_010 Field Sales Coaching, The Ride Along And The Coaching Process

Time Management Is The Key Time management is critical to your sales management success.  With all the demands a sales manager has tugging at them each day, how you manage the time you have is extremely important.  For the sales manager to be effective, you have to keep your goals front and center so they […]

SMW 009 How Sales Managers Can Use Time Management to Reach Their Goals

Use your sales meetings to bring value to your sales team Sales meetings represent a great opportunity for you to coach your sales team if you conduct them properly.  In this podcast we look at how to plan and conduct your sales meetings. Most salespeople think of sales meetings as a big wast of time. […]

SMW 008 Team Coaching – The Sales Meetings

The Sales Process In simple terms, the sales process is nothing more then an outline of the how you move the sale from one stage to the next, hopefully to a conclusion that is good for both you and the customer. Owning your sales process is key to producing manageable repeatable results.  The importance of […]

SMW 007 Do You Own Your Sales Process

SMW 006 Sales Recruiting – Hire The Right Sales Person Part Three Sales Onboarding

SMW 005 Sales Recruiting – Hire The Right Sales Person Part Two

SMW 004 Sales Recruiting – Hire The Right Sales Person Part One

SMW 003 – Developing Your Strategic Sales Plan – Part Two

SMW 002 – Developing Your Strategic Sales Plan – Part One

Welcome to the first Sales Management Workshop Podcast.  I’m Michael Carter, and my objective is to provide you with sales management tool, tips, and strategies to help you better manage your sales team.  The podcast is for sales managers, business owner, or any manager with salespeople reporting directly to them. Two realities of sales management […]

SMW 001 An Introduction to the Sales Management Workshop