The Sales Management Minute by Lee Salz

The First Step To Designing A Winning Sales Compensation Plan
Is your sales compensation plan helping you get the most from your sales people? Listen to this episode of the Sales Management Minute to learn the first question to ask yourself when designing an effective sales compensation plan.
09/01/2010
 
No One Cares What Your Sales People Want
Somewhere along the line, your sales people developed a habit that is turning off their prospects. Listen to this episode of the Sales Management Minute to learn what that habit is and how to turn prospects on.
08/23/2010
 
The Place Where Deals Go to Die
There is a place where deals go to die, but sales people can save them...if they know how. Listen to this episode of the Sales Management Minute to learn how to avoid this deal fate.
08/16/2010
 
Is Your Sales Training Missing This Ingredient
Tim Hagen, Founder of Sales Progress, is the guest host of this week's Sales Management Minute episode. This show illustrates why training reinforcement is needed and how it impacts the bottom line. Too much training is event based - and stand alone - with no reinforcement to help sales people transition the teachings into their selling system.
08/09/2010
 
Handling the Sales Candidate Who Wants A Better Offer - Stand Firm or Negotiate?
When you make a job offer to a sales person, are you willing to negotiate? Listen to this episode of the Sales Management Minute to learn key considerations when deciding whether or not to negotiate the offer.
08/02/2010
 
Two Words To Laser-In On Sales Performance Issues
When sales people aren't performing at expected levels, do you know why? There are two words that will guide you to the solution. Listen to this episode of The Sales Management Minute to learn how to improve sales performance.
07/26/2010
 
5 Keys to Hiring A Sales Trainer
When revenue isn't where it should be, the kneejerk reaction is to hire a sales trainer. Listen to this episode of the Sales Management Minute to learn the five keys to a great sales training experience.
07/19/2010
 
Record Unemployment - And I Still Can't Find Strong Sales Talent
Despite the unemployment statistics, the war for the best sales talent continues. Listen to this episode of the Sales Management Minute to learn the secrets to sales hiring success.
07/05/2010
 
Stop Looking for GREAT Sales People – They Don't Exist
You don't believe the title? Listen to this episode of the Sales Management Minute and you may change your mind.
06/29/2010
 
The Single Most Important Skill Every Sales Manager Must Master
There is one skill that every sales manager must master... Some think it's coaching. Others think it's driving performance. Those are important, but there's one even more important. Listen to this episode of the Sales Management Minute to learn the single most important sales management skill and the steps to take to master it.
06/22/2010
 
The 4 Things Procurement Is Looking For - And It's Not Price
Sales people often think that Procurement Agents only care about price. Not true! There are four things they are analyzing. Listen to this episode of the Sales Management Minute to learn how to align your sales strategy with the evaluation process of Procurement Agents.
06/17/2010
 
The Toughest Sales Management Role
Sales managers play many roles, but there is one that challenges them the most. Listen to this episode of "The Sales Management Minute" to learn the toughest sales management role and how to overcome success obstacles.
06/08/2010
 
Does Multi-Tasking Make Sales Managers LESS Effective
As a sales manager, you are pulled in a million different directions and expected to get it all done. While multi-tasking is a critical sales management skill, it could also be making you less effective. Listen to this Sales Management Minute episode to learn how to avoid the multi-tasking peril.
06/01/2010
 
Are Your Sales People Guilty of Malpractice
Solution Sales Person... Catchy expression or a role description for your sales people? Doctors who misdiagnose patients lose their license. Perhaps, the same should be done with sales people who mishandle prospects. In this episode of the Sales Management Minute,hear what happens when a sales person misdiagnoses the needs of a prospect.
05/25/2010
 
4 Questions Every Sales Manager Must Ask Before Agreeing to a Pilot Program
A pilot program isn't an award of the business, but rather a key step of the buying process. In this episode, learn the 4 questions sales managers must ask of their sales people to ensure a successful pilot engagement.
05/18/2010
 
6 Expectations Clients Have of Partners - part 6: Genuine
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the last of the of the six expectations.
05/04/2010
 
6 Expectations Clients Have of Partners - part 5: Suggestive
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the fifth of the six expectations.
04/27/2010
 
6 Expectations Clients Have of Partners - part 4: Accountable
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the fourth of the six expectations.
04/20/2010
 
6 Expectations Clients Have of Partners - part 3: Analytical
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the third of the six expectations.
04/14/2010
 
6 Expectations Clients Have of Partners - part 2: Consultative
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the second of the six expectations.
04/12/2010
 
6 Expectations Clients Have of Partners - part 1: Knowledgeable
There are six expectations that must be met if you are to be perceived as a partner. This episode of the Sales Management Minute deals with the first of the six expectations.
04/08/2010
 
The Biggest Sales Person Insult
There is a word that prospects use that may as well be a four-letter word. Listen to this episode of The Sales Management Minute to learn what that word is...and how to avoid this insult.
04/06/2010
 
Have Your Sales People Become Dinosaurs
Is the sales approach your people are using yesterday's news? Listen to this episode to learn the secrets to aligning your message with the needs of your prospects.
03/29/2010
 
The Two Most Powerful Words GUARANTEED To Make Your Sales People Sell More
There are two words that I personally guarantee will help your sales people sell more than ever before. Listen to this episode to learn those two words...and put them into practice.
03/25/2010
 
How to Boost Sales Team Morale and Energize Your Entire Company
Times have been tough, but there are still sales victories. In this episode, you'll learn how to celebrate these successes without spending a penny to rejuvenate your sales team - as well as the rest of the employees.
03/22/2010
 
Why Top Performers Need Their Sales Manager
Many sales leaders spend most of their time working with their bottom and middle producers. Listen to this episode to learn why top performers need their sales managers.
03/18/2010
 
Why Your Sales People Resent Your Sales Meeting
Sales managers plan to put on a sales meeting their team will love, but find their people resent the meeting. Listen to this episode to learn the often-missed ingredient when creating a sales meeting agenda.
03/15/2010
 
'Treat Me Like A Business Owner' - Do You REALLY Know What That Means
Sales people often say they want to be treated as if they run their own business. Yet, their definition and real life business ownership are very different. In this episode, learn what it takes for sales people to really be business operators.
03/11/2010
 
Do You Have A Sales Department -- Or A Sales Force
These two expressions are often used as synonyms, but they are far from it. Listen to this episode to learn the difference.
03/07/2010
 
Is Passion Doing Your Sales People In
While passion helps some sales people to succeed, it causes others to fail. Listen to this episode to learn how to help your sales people channel their passion.
03/04/2010
 
Great Sales Call or Flop - Do Your Sales People Know the Difference
In complex sales, every prospect meeting means moving one step closer to the deal...at least, you hope. In this episode, you will learn the key question to ask your sales people to make sure they are prepared for every sales call.
03/01/2010
 
What Are Your Sales People Learning From Lost Sales
No one likes to lose a sale, but there is a wealth of learning that can come from the experience. Listen to this episode to discover how to create a learning experience from a lost sale.
02/25/2010
 
Your Sales Job Ad: Turn On or Turn Off
Your sales job ad is intended to drive sales candidates to your company. Maybe it's sending them away. Listen to this episode to learn how to attract sales talent.
02/24/2010
 
A Great Way to Make Cold Calling Fun for Your Sales Team
Sales people hate cold calling, but it is the sales managers' job to make sure they are building a healthy pipeline. Listen to this episode to learn an easy way to make cold calling fun and competitive.
02/21/2010
 
Is the Sales Quota You Set Meaningless
Sales people hitting or missing quota is not necessarily an indication of their performance level. Listen to this episode to learn the key to setting quotas that have meaning.
02/17/2010
 
A Unique, Powerful Way to Screen Sales Candidates without Spending a Dime
In this episode, you'll learn a specialized technique to screen prospective sales hires ...exposing the winners from the pack.
02/16/2010
 
You Hired One Sales Person, But What About The Ten You Didn't
You've hired the sales candidate you want, but do you pay any mind to those you didn't? You better! Listen to this episode to learn why.
02/12/2010
 
Why Sales Training Fails In Most Companies
There are 3 reasons why sales training fails in companies. Listen to this episode to avoid those mistakes when hiring a sales trainer.
02/11/2010
 
Will Your Sales People Pass the Flinch Test?
There is a test that professional buyers give sales people to negotiate price. Listen to this episode to see if your sales people are flinching?
02/10/2010
 
Why Fast Growth Companies Have High Sales Turnover
There is one major reason why fast growth companies can't keep a sales team together. Listen to this episode to learn what that is and how to stop it.
02/09/2010
 
What Is The Greatest Gift A Sales Manager Can Give to their Sales Team?
There is something that every sales person wants from their sales manager. It costs managers nothing, but could be their secret to hitting this year's revenue target. Listen to this episode to learn what that gift is.
02/08/2010
 
The Secret to Successfully On-Boarding Your New Sales Hires
Companies either hand their new sales person the phone book or give them the fire hose treatment as their on-boarding plan. Neither of these plans work.Listen to this episode to learn the secret to success when on-boarding your new sales person.
02/07/2010
 
Does Your Sales Compensation Plan Convey the WRONG Message
There are few business decisions more critical than how you compensate your sales team. Listen to this episode to learn the sales compensation plan test.
01/29/2010
 
Why Your Sales Pipeline Report Looks Like An EKG
Does your sales team's pipeline have peaks and valleys that make you pull your hair out? Listen to this episode to learn how to change this trend.
01/27/2010
 
People Don't Buy Low Price, But Your Sales People Think They Do
Sales people lose the business and blame price for the loss. Listen to this show to learn the real reason they didn't get the deal and help them avoid making this mistake again.
01/24/2010
 
Is Your New Sales Rep Ready to Quit?
You work so hard to recruit sales people, but are you making them want to leave your company just as quickly? Listen to this show to learn how to avoid this trap.
01/20/2010
 
Are You Making This Mistake When Interviewing Sales Candidates?
Sales managers are so focused on their interview agenda that they forget a critical part of the sales talent screening process. Listen to this show to learn how to avoid this mistake.
01/19/2010
 
Don't Hire Another Sales Person Until You Ask Them For This
There is a screening technique that will help reduce the possibility of hiring the wrong sales people. Listen to this show to learn how to incorporate this tool into your sales talent screening program.
01/17/2010
 
The Keyword to Focus On When Designing Sales Manager Compensation Plans
There is a keyword to keep front of mind when designing a compensation plan for sales managers. Listen to this episode to ensure you design the right plan for your sales managers.
01/10/2010
 
The Tool Your Sales Team Is Abusing
There is a step of the process that 99% of deals go through, but little time is spent mastering it. Listen to this show to learn what it is and how to leverage it.
01/09/2010
 
Why Sales Hiring Assessment Tools Don't Work
There is a major issue with using sales hiring assessment tools, but it's not the technology. Listen to this episode to find out what causes them to fail.
01/08/2010
 
There Is Only One-Time Your Sales People Can Ask For Referrals
Does your sales team know the one time when they can ask for referrals? After all, there is only one time in the relationship spectrum when it is appropriate to ask for them.
01/06/2010
 
The Best Time of the Year to Recruit Sales Candidates
There is one time of the year that is best to recruit sales talent for your team. Do you know when that is? Listen to this episode and find out.
01/05/2010
 
The One-Word To Get Your Sales Team On Track for 2010
What message will you deliver to your sales team to get them ready for success in the new year? Listen to this show to learn the foundation word for 2010.
01/02/2010
 
Think Twice Before Hiring Your Competitor's Sales People
While hiring sales people from the competition is tempting,there could be a major flaw in your new hire. Listen to this show and find out what may be missing.
12/29/2009
 
Sales Manager or Sales Leader - Is There A Difference
Are all sales managers also sales leaders? Are all sales leaders managers? Are these synonyms? Can you be one without the other? Listen to this show and find out.
12/28/2009
 
Does Your Quarterly Business Review (QBR) Provide Value for Your Clients?
Business reviews provide a great opportunity to demonstrate value to your clients. Are you leveraging this face-time opportunity? Listen to this show and find out.
12/21/2009
 
The Most Arrogant Sales Expression
There is an expression that is commonplace among sales organizations, but it sends the wrong message to the team.
12/19/2009
 
Revenue Is Not A Sales Metric
Identifying the right sales measures and metrics are key to driving sales performance. However, revenue doesn't tell you the whole story. Sales managers can't affect revenue, they can affect the metrics that lead to it.
12/15/2009
 
Two Words GUARANTEED to Help Your Sales Team Sell More
There are two words that are guaranteed to knock your sales team's quota out of the park.
12/10/2009
 
Why Your Sales People Can't Get Referrals
A little change in how your sales people ask for referrals can dramatically improve their success.
12/09/2009
 
Never Promote Your Top Rep to Sales Manager
Before making a sales rep into a sales manager, there are some key considerations.After all, it's not really a promotion. Is it?
12/03/2009
 
The Key to Developing the Right Sales Compensation Plan
Sales compensation plans double as a job description for your sales team. Use the equilateral triangle method to ensure the plan drives the right behaviors.
12/02/2009
 
Develop A Social Media Policy To Guide Your Sales Team
Provide your sales team with guidance and structure so they successfully leverage social media tools to extend your marketing dollar.
11/29/2009
 
Handling the Blind RFP
Is a blind RFP an opportunity or a lead? Listen to this show and find out.
11/23/2009
 
The Power of One Word
A subtle change in the approach your sales people take can dramatically improve their results.
11/22/2009
 
3 Key Words to Effective Sales On-boarding
To establish a solid foundation for your new hire sales person, a program is needed to help them succeed.These three words give you focus for your on-boarding program.
11/19/2009
 
Get Rid of Your Customers Now!
If you have customers, trouble lies ahead...
11/18/2009
 
Developing The Profile Of Your Ideal Sales Person
Hiring the right sales people starts with the development of your ideal sales person profile.
11/17/2009
 
Never Let Your Sales People Cold Call!
The practice of cold calling as we know it is dead...at least it should be.
11/16/2009
 
Dealing With A Sales Rep Who Needs Help, But Doesn't Want It
As a manager, it's your responsibility to help your sales people succeed, but what do you do when a struggling rep rebuffs your efforts?
11/15/2009
 
There Are No Great Sales People!
Learn how to hire the right sales people.
11/08/2009
 

Lee B. Salz is a sales management strategist who specializes in helping companies build scalable, high-performance sales organizations through hiring the right sales people, on-boarding them effectively and efficiently, and aligning their sales activity with business objectives using his sales architecture(R) methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and the award-winning author of "Soar Despite Your Dodo Sales Manager." Look for Lee's new book in 2010 titled, "The Sales Marriage" where he shares the secrets to identifying, hiring, and on-boarding the right sales people. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.