A lot of organizations may have thought of this idea, but not many have ever executed on it. This investment in time could produce revenues that you never knew existed. There is always an internal company Board of Directors which deals with your companies issues, opportunities and challenges so why not have one for your…
How can joint sales calls become more effective? There are really only two ways to increase sales. Sell new customers or sell existing customers more new or existing products. These require planning on the part of distributor sales management, distributor sales people and the manufacturer sales team to more effectively evaluate his/her customers and identify…
With the New Year only a month old, as a sales manager, you’ve taken your a long deep breathe, your budgets are locked (and if you’re from anywhere north of the Mason/Dixon line you’re already behind budget due to the weather) and you’re either finalizing your plan or getting ready to launch it to your…
There are really only two ways to increase sales. Sell new customers or sell existing customers more new or existing products. These require planning on the part of distributor sales management, distributor sales people to more effectively evaluate his/her customers and identify new opportunities and manufacturer salespeople (direct and reps). The competitiveness of the economy…
Order taker, order maker, hunter, farmer? Sales managers today need to be more astute and aggressive because the competition is getting tougher. This is a market share gain game and those that claim share win. The technology savvy manager has a greater chance to succeed now more so than ever before because technology aggregates information…
The talent acquisition strategy for many Electrical manufacturers and distributor companies has changed dramatically as business itself becomes more complex. Today’s executives need to have an entire new toolset to compete for today’s top positions and command top salaries. The process The hiring process itself has changed. Many companies have their own talent acquisition teams…
GRN Coastal takes great pride in ensuring a crisp level of feedback to our clients and candidates. This document outlines a few thoughts that we have received from multiple candidates that have interviewed with multiple clients of ours. We conduct post interview sessions with each candidate after they interview, whether the interview with the client…
Having been a senior sales executive, and a sales manager, for many years, I’ve noticed a challenge for most companies … it’s basic sales management execution. Certainly no one is perfect, but from my experience, sales managers, regardless of what level of experience they have, are always in need of coaching. Just because the sales…
Part 1: The role of the Senior Sales Executive in coaching their sales managers Having been a senior sales executive, and a sales manager, for many years, I’ve noticed a challenge for most companies … it’s sales management. Now I understand I wasn’t perfect, according to some of my salespeople, but I hope I was…
Is there a difference between managing and leading? Most companies have Sales Managers by title and not Sales Leader. Today, some companies have Chief Sales Officers. Regardless of the title, what do top sales executives try to accomplish? Top sales executives are people who can find the balance between both managing and leading. As a…