Here you can find a selection of articles, tools and other resources to help sales managers. Updated regularly
Promote or Procure?
New Sales Manager position to fill? The pro's and con's of promoting a successful sales person, or hiring in an experienced manager.
Now, Next, or Never
An article exploring whether an experienced salesperson should aspire towards sales management, including the 20 questions that they might want to ask themselves
Blurred Vision
Steve Hoyle explains the lack of clarity and accuracy involved in sales forecasting
Promoting Promotion
Exploreing how internal promotion can best be handled for sales roles, illustrated with case studies
Review Regrets part 1
Highlighting some typical review meeting mistakes made by account managers
Review Regrets part 2
Highlighting some typical review meeting mistakes made by Sales Managers
The New Boss
We have all experienced The New Boss' at some time. Are they an opportunity or threat?
Overcoming barriers
From our friends at ProAct, the six barriers or reasons why typically sales people don't do things
Planning Primer: GOST
For managers looking to understand the GOST planning process; a free download from Real Account Planning
The Hamburger Model
A simple model for Sales managers, explaining the importance of Process and People in completing a task.
The Adolescent Manager
Adolescent Sales Managers have got through their initial 6-12 months of surviving the new role, but still have a lot to learn.
Account Manager?
Looking at the different types of Account Manager that sales managers can employ.
Executive Sponsorship
A brief introduction to implementing an Executive Sponsorship, including headline roles and responsibilities for senior Executives and Account Managers.
