Sales Management Articles

Lee’s Adapt & Thrive presentation will resonate with sales people regardless of their experience. From those just starting sales careers to sales professionals with many years experience, Lee’s simple and profound strategies will enrich your whole sales group and help them succeed!

-Dick Reynolds, Sales and Distribution Manager, Flexco

We’ve used Lee’s sales architecture methodology to bring discipline, structure, measurement and a degree of sophistication to our sales effort. We now have a clearly defined strategy, process and tools to pursue new KRM clients.

-Rick Olson, Chief Executive Officer, KRM Information Services

Thanks for speaking at the Dymo Mimio global sales kickoff. We found your Adapt & Thrive! keynote speech to be stimulating, motivating and full of good sense.

-Laurence Huntley, General Manager, Dymo Mimio, A Newell Rubbermaid Company

Sales & Marketing Management was extremely fortunate to have someone of Lee Salz's standing in its corner. A longtime columnist for SMM, as well as a member of its Editorial Advisory Board, his monthly Sales Architects installments demonstrated exactly why he's considered a sales management thought leader.

-Jeremy Cohen, Managing Editor, Sales and Marketing Management Magazine

Lee was instrumental in helping us develop a detailed profile for our ideal salesperson, invaluable as we interview new candidates. In addition, his process for working with us to develop a salesperson on-boarding program was world-class. With these two items in place, we feel very confident we will both find and help a new salesperson succeed quickly.

-Mike Moroz, President, Archway

By implementing Lee’s sales management strategies, our sales staff increased new season ticket sales by 65% over last season. This was accomplished with the same sales team as last season. What was different was our approach to sales management. Lee is a great sounding board, with practical solutions for increasing sales.

-Susan Savage, CEO and Majority Owner, Sacramento River Cats

Lee provided a structured and thoughtful approach to identifying key attributes that are important to our company’s sales process, helped us to create a detailed profile of an ideal sales person and guided us through the creation of our first ever sales onboarding program. He was truly instrumental in the design and development of our new sales process.

-Megan Effertz, Director of Marketing, Archway

Lee Salz provided the strategy and a “roll up your sleeves” approach which helped our sales organization improve significantly our approach to managing the sales process. Lee focused on evolving us from a people-based approach to one which is process-based. Going forward our sales team and, ultimately, our results will benefit from the strategies and processes he helped us develop.

-Alan Ledford, President, Sacramento River Cats

Lee's understanding of the development of sales strategies, marketing business tools and applications are exceptional. Sales Architects is a company that I know I will be doing business with again.

-Ken Mallette, Vice President, Witt Associates, a Global Options Company

I have worked with Lee for a number of years and have found his knowledge of the sales process to be head and shoulders above most sales managers I speak with. His newsletter is packed with useful information and I recommend it highly!

-Harris Cohen, Managing Partner, PrincetonOne

Lee Salz is one of the true sales management thought leaders today. His expertise, energy, and down-to-earth communication style give him the unique ability to help sales organizations reach new levels of performance and excellence.

-Jeb Blount, Founder and CEO of SalesGravy.com

Lee, where were you 20 years ago when I started my career? If I had known you then, I would have eliminated a ton of mistakes and my income would have been a lot higher!

-Sam Richter, President, James J. Hill Reference Library and author “Take the Cold Out of Cold Calling”

I wish I had Lee's guidance when I started my sales career 27 years ago. It removes "chance" and "what-if's" from the buying process and replaces them with a specific, almost scientific business plan.

-Victor Benoun, President, The Mortgage Source, Inc.

I’ve never met someone who positions a sales person for success more effectively than Lee Salz.

-Andrew Macdonald, Group President, First Advantage Corporation

Lee Salz is a sales leader that people follow. I've done business with Lee and his associates in the past, and the people that worked for Lee would jump off a bridge for him.

-Todd Bridges, President, Bridges & Associates

Any B2B sales person who follows Lee’s methodology is bound to sell more effectively.

-Gordon Graham, Editor, SoftwareCEO.com

In the crowded field of sales experts, Lee stands out because he doesn't just write about it, he actually did it, and with great results.

-Bruce Berg, President, Berg Consulting Group

Lee does a great job of breaking down the buying process into tasks that are easily understood and executed.

-Robert Deigh, author of "How Come No One Knows About Us?"

I have personally seen Lee take average performing sales organizations and turn them into top performers over and over again.

-Andy Miller, President, Sales Management Guru

All sales people can improve their performance by using Lee's sales architecture strategy.

-Edward Groark, former President, IKON Office Solutions, Technology Services

Lee was able to impart his sales techniques on his staff and there were measurable, positive sales results.

-Daryl Hancock, Corporate Account Manager, Microsoft Corporation

Lee is a great coach and mentor. His teachings stick so sales people and sales managers can reproduce desired results over and over again which translates into serious, sustainable bottom line performance improvement.

-Deborah Hoffmann, President, The Solutions Group

Lee Salz not only knows what it takes to master the art of sales, he knows how to teach the art of selling in an easy to understand way that can absolutely unlock the master salesperson inside you.

-Josh Hinds, author of Why Perfect Timing is a Myth: Tips for Staying Inspired and Motivated Day in and Day out!

If you want to unclog the bottom of your sales funnel, Lee can help you do it!

-C. Kevin Miller, Midwest Territory Manager, OraSure Technologies, Inc.

Lee details, in no uncertain terms, what today’s sales professionals need to know: how to win at this lonely, challenging profession even when your boss does little or nothing to help you...or even keeps getting in your way.

-Ken Lizotte, Chief Imaginative Officer, Emerson Consulting Group, Inc.

Lee Salz fills in the gap when your sales manager isn’t giving you what you need and gets you back in control of your career.

-Jill Konrath, author of the best selling books "Selling to Big Companies" and "Snap Selling"

Below the dodo sales managers are dodo reps who won't take responsibility for their own success. Don't adapt dangerous dodo thinking. Get this book and discover how to fly above ground bound performers and beyond your present sales success.

-Dan Seidman, President, SalesAutopsy.com

Lee’s mentoring style guides you through a planning process for developing your territory, navigating your way through accounts, presenting, and dealing with the unexpected. Using his sales architecture methodology, you’re sure to adapt and thrive.

-Tina LoSasso - Managing Editor, SalesDog.com

The system Lee teaches -- he calls it sales architecture --is one that you don't need a sales manager to help you implement… In fact, if you're not careful, you'll probably end up BEING the Sales Manager if you learn and apply this stuff.

-Bill Guertin, CEO, The 800-Pound Gorilla

If your sales manager isn’t providing value, Soar! certainly will. The sales architecture presented is practical and proven.

-Clayton Shold, President, Salesopedia

Reading Soar! and following its program is like giving a sales career a shot of high-octane adrenaline!

-Jim Schoonover, Chief Marketing Officer, MEDTOX Scientific, Inc.

I find myself revisiting knowledge that I gained from Soar! and applying it effectively in my business dealings, and am witnessing how it works (and it really does!).

-Drew Sachs, Vice President, James Lee Witt Associates

Lee’s book Soar! will reinvigorate your sales career!

-Paul Nolan, Editor-In-Chief, SalesforceXP

Lee presents sales managers with a toolkit that will greatly enhance their chances for success.

-Orrin Broberg, President, Employee Continuum

Lee has an uncanny ability for untapping the salesperson within.

-Chandrasekhar Valluri, Assistant Professor, St. Mary's University of Minnesota

Under Lee’s guidance and support as a sales manager; my confidence increased, I far exceeded sales quotas, and I tremendously increased my income. If you want to achieve the same results, I would highly recommend his proven sales techniques.

-Maria Maika Damjan, Business Development Manager, EDS

Lee truly helps sales people grab control of their success…

-Robyn M. Sachs, President & CEO, RMR& Associates, Inc.

Throughout my sales career, I must say that Lee Salz was certainly the most influential in driving me to develop as a sales representative.

-Jennifer Runyon, Program Manager, ESI International

Lee Salz is a leading sales management authority for a reason - he identifies what his clients need and he gets results.

-Kristin Osborne, President, Kensington PR

View All Testimonials

Articles


Your Sales Team - Wise Investment or Money Pit? One of the most significant investment companies make is in their sales teams. From adding headcount, to onboarding sales people, to paying commissions; the sales team should be managed as exactly that...an investment.
Are You Setting Up Your New Hire Sales People For FAILURE? If you HIRE sales people, you may be creating unnecessary risk for the company.
Can't Sell Today There are a million excuses why your sales people can't sell today. Here's an entire calendar of funny (yet, not so funny) sales roadblocks.
How Sales People WANT To Be Managed...And How They SHOULD Be Managed Sales people often say they want to be managed as if they were operating their own business. And, that's exactly how they should be managed. Yet, there is a disconnect between how sales people perceive running a business works…and real-life. A sales business plan can help bridge this gap.
If Price Really Matters Price has always been a main reason that keeps sales people from selling. At least, that's what sales people say. Here is some humorous evidence to the contrary.
The Unprecedented Sales Management Challenge Sales managers are tasked with the daunting challenge of leading their sales teams during turbulent times.
The Business Executive's Dilemma: Should I Promote My Top Sales Person to Sales Manager? Before promoting your top sales person into sales management, make sure you're making the right move for your company and the sales person.
LinkedIn Is a Waste Of a Sales Person's Time! There are many misconceptions about LinkedIn. It's not just for job searches or networking. It is a unique lead generation platform.
The Sales Person's Kryptonite - The RFP! RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
Secrets Buried In a Sales Person's Resume The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
The Two Most Powerful Words That Will Make You Sell More Sales people are searching for the secrets to selling success…These two words are the drivers that will take their income to a new level.
Building Your Sales Metric Management System In 4 Easy Steps Every sales manager is searching for revenue from their salesforce, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.
The Power of A Needs Analysis Strategy When Recruiting Sales Candidates Your needs analysis strategy is your key to successfully recruiting the right sales people.
Beware of Hiring Your Competitor's Sales People Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.
Are Your Sales People Missing A Key Success Ingredient The sales process you've defined to grow your business may be the very thing that is keeping your sales team from suceeding.
How to Hire the Right Vice President of Sales Your Vice President of Sales is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate.
The Epidemic That Is Killing Sales Pipelines Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.
The Sales Person's One-Word Job Description Everyone is searching for answers on how to sell in a down economy. Many feel that the sales game has changed, but in reality the economic challenge has forced sales people to improve their skills and refine their approach.
Sales Manager: Job Title or Specialized Skill Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.
The Equilateral Triangle Model for Developing Sales Compensation Plans Where a sales person invests their time is directed by the compensation plan put in place. While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.
The Secret Peril That Causes Sales to be Lost One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.
Conversion! Drive Attendance to Your Seminar There is a major difference between visibility and conversion. The key to success for any event is the understanding of the factors driving conversion. You've told everyone that yo
"I Do!" Design An Offer That Commences The Sales Marriage The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.
Strategies That Get You Hired If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.
Motivate Your Sales Team to Crush the Tomato Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?
What Is Leadership? People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.
Your Sales Need a Little R & R Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation!
Compensate to Motivate Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.
Secrets To Effective Sales Person Onboarding Sales managers are expected to be able to develop their new hires. The traditional approach presented by new hire training fails to produce the results companies need. Reduce the amount of time it takes for your new sales people to generate revenue by creating your Revenue Accelerator Program™.
The Second Dimension of Screening Sales Talent Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.
Sales Candidate Attributes: Desired or Required Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
The Sales Person's First Day Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done
Priming the Sales Applicant Pump Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
Try Before Buy In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.
Motivating the Passive Sales Candidate Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?
Are Job Applicants Destroying Your Brand? Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company. It doesn't need to be this way.
Will You Pass the Flinch Test? There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test.
When the Sale Doesn't Happen In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.
Why Can't I Hire The Right Sales People? A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.
Identifying the Right Sales Talent for Your Company Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
What's The Plan? If you don’t have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
The Most Underutilized Strategic Advantage Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
What Every Sales Person Could Learn From the Yankees The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
5 Keys to Hiring the Right Sales Manager There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.
Close Doors, Not Sales You have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens.
Migrating from Vendor to Partner There is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
Finding the Right Home for Your Sales Skills Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
12 Keys to Tuning Up Your Sales Force Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.
The Secret to Overcoming the Price Objection If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.
5 Keys to Ensuring a Spectacular Sales Training Engagement Sales training is key to the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
Successful Selling and the Theory of Relativity Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.