Conducting an effective pipeline review is one of the key tasks that a sales manager needs to do to ensure his team is on track to achieve goal. But what I find more times than not is that the pipeline review is conducted during the weekly sales meeting and it quickly becomes each sales person reading their pipeline off the screen while the rest read their email or post on social media. A good pipeline review can actually accelerate the sales cycle and is key to salesperson

One of my favorite activities while I am working with my clients is when I get to go out on sales calls with my client's sales people. When I am in the field I am not assessing the sales people, I am actually assessing the sales process and looking for systemic habits that are slowing down the prospect's progression through their buying process and ultimately slowing down my client's sales cycle. There are three behaviors that I regularly see sales people doing that negative

Managing a sales team requires more than managing goals and holding meetings. Sales professionals are often ambitious and driven and they value freedom and independence in their jobs. Managing a team of sales professionals like this who have various skills, motivations and egos, can be a complicated and challenging role. So why do some managers successfully lead a team while other consistently struggle and fall short? Here are four ways top sales managers add value and help t