sales manager

This article originally appeared on the BizJournals web site. It was written by past IES speaker Lee Salz. I recently received a phone call from a frustrated executive: “Lee, I just read a proposal that one of our salespeople sent to a prospect and I fell off of my chair. It was an embarrassment to [...]

This article originally appeared on the VantagePoint website. It was written by past IES speaker Michelle Vazzana, co-author of Cracking the Sales Management Code. When it comes to sales managers coaching their sellers, there is a significant gap between what companies intend to do and what they end up doing. Here’s a look at what’s [...]