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The Sales Managers Corner is about creating a space where sales managers find great tools and knowledge that help them excel in their teams and in their careers. Most of the materials and articles are free to use and be inspired by, and some tools may need payment, as they were developed and are delivered by third parties.

When you browse through the materials, join us and contribute with your own experiences. Share your favorite tools and templates! We also welcome partnering with relevant service and smart sales automation tool companies that provide value for sales managers around the globe.

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Emotional Intelligence – the Secret sauce of Sales

August 3, 2023

Those with average IQs outperform those with the highest IQs 70% of the time; this strange statistic remained a mystery until the concept of EQ, emotional intelligence was studied and understood in the mid-90s. We help explain this ...

Nailing your OKRs – write productive Objectives

April 11, 2023

As Sales Directors we are always looking for ways to improve the team’s ways of working, increase revenue, and stay ahead of the competition. One way to achieve these goals is by implementing the Objectives and Key Results (OKR) methodology. Learn the key steps to better OKRs

Unlocking the Secrets: Proactive Time – Key to hitting targets

February 21, 2023

Are you struggling to meet your targets? It's time to take control of your time and start managing your proactivity. That's right, by tracking the time you spend on activities that you control, you can start achieve those elusive targets. And it's not as difficult as it might sound. So let's get started!

Salary talks 101 – Preparations and trust are key

February 13, 2023

January and February is the time of year when both team members and managers get that lump in the chest and a general feeling of discomfort as the annual performance talks and often related salary discussions are getting closer. Doesn’t need to be that way!

Why does my boss wants me to sell 10 times my own salary?

February 1, 2023

Often sales professionals feel underpaid compared to the many time higher amounts of money that are expected to sell. We make a simple example that explains where the money goes.

Focus! The dilemma of Prospecting or Growing Customers

January 20, 2023

Finding the balance between prospecting for new customers and growing your existing customer base can be difficult. On one hand, you need to bring in new business to keep your company moving forward. On the other hand, you don't want to sacrifice the customers you already have in order to do so. So how do you find the balance?

Leadership will get you really far, but only management knows where to…

January 18, 2023

A successful company needs individuals with both strong leadership and management to thrive. Leadership drives change, inspires and guides others to work towards a vision. Management, on the other hand, is about understanding, planning, dealing with complexity and keeping the day-to-day operations running smoothly.

Tradeshows and conferences – 5 simple steps to double the effect

October 7, 2022

At certain times of the year, we find ourselves in a “Trade fair season” in full bloom. After a few years of pandemic downturn to the event market, we are now back into meeting up at events again. Millions and again millions are invested in creating...

Don’t sell to those who can’t buy – Decision makers and stakeholders

September 17, 2022

Don’t sell to those who can’t buy A golden rule and common wisdom says: “don't sell to those who can't buy”. As one of our highly appreciated colleagues at IBM used to put it, – There are a few people in the buying process...

Trust is a must – Personal styles, DISC, and matching in sales

September 16, 2022

To sell value, and be able to charge for it, value must be fully perceived. Whether we get across with our message is influenced by our styles and how well that fits with the customer. Few models to evaluate styles are as simple and as well documented as the DiSC model. In this article we give a very first introduction to the model.

5 steps to run trainings that sticks

August 9, 2022

Sometimes you have the option to bring in professional trainers, but for most daily learning you cannot bring in external resources. In this article you will find some hints and tips for how you can plan your own trainings for your teams.

Athletes train activities and fine-tune behaviours, you should too!

May 24, 2022

Coaching athletes means working with goals and feedback on activities - movement, behaviours and skills. Sales is no different. It is important to build a desire to excel, just like for any successful athlete.

Leading Indicators tell you the future

May 23, 2022

What goes in .. comes out, but when? and how? Leading Indicators focus on measuring what has still to happen, and give us a sneak view into the future. Learn how!

Interview candidates with a purpose – free template

May 13, 2022

If you are a bit new to recruiting and interviewing, and need some basic tips and tricks, continue reading. As with most things in Sales Management, putting a little structure and thought behind your recruiting will enhance your...

Onboarding for scalability & growth

May 6, 2022

Studies show that employees give their new companies about 6 months on average before they decide whether to go all in or not with their new employer. At the same time , other sources point to a learning curve, and time to full productivity...

Sales call coaching – Getting the most out of every sales minute

April 6, 2022

Sales Call Coaching – going together to customers is a great coaching tool Sales call coaching means visiting customers together with the purpose of receiving feedback and improving sales skills. It is on-the-job-training for all of us, regardless of position or role. It is...

The GROW model

April 5, 2022

The GROW model is a simple sequential coaching model that allows executives to simplify the complex realities to reach the right conclusion on directions to take and decision to make. It is used by executive coaches all over the world as a framework to use...

Today, you need more leads than ever!

March 29, 2022

4 reasons you need more leads now than you used to need You probably already have a pretty good idea about your team’s performance by monitoring basic sales processes and metrics. You know how many leads enter in one end, and you know how...

Sales efficiency – the art of disqualifying in time

March 29, 2022

Efficient sales – pipeline control If we knew from the beginning which deals we would actually win, I think all would agree that we would only be working with those deals. So, the earlier we can qualify opportunities and the better we do it, the less...

Selecting a CRM that rolls itself out

March 29, 2022

CRM tools are fantastic! They help us manage opportunity and activity, coordinate ourselves, and be efficient with our customers. As managers, CRM data is our map to navigate. It is our eyes to see with. Yet most companies struggle to advance past the point where we...

Pipeline Efficiency – More time on good deals! My favourite KPI

May 12, 2021

So much valuable sales time is spent on deals that won't close! By measuring how much of your time is spent on successful deals, and then understanding why they are, we get insight in pipeline efficiency that allow you to benchmark and evaluate progress over time in your team.

Select the right sales model for profitability

April 12, 2021

In todays B2B businesses, often with innovative business models and pay as you go schemes - it is more important than ever to align the sales model with the market and our customers. Sales managers can create better sales processes that reduce complexity and ultimately the cost of sales, while increasing deal size.

Seemingly solid pipeline opportunities that slip – Why, and what to do about it

March 17, 2021

What happens when your client doesn't pick up the phone? - Towards the end of the quarter that feeling comes creeping. Are all my deals solid? Will they close in time? We share the top 3 remedies that help you sleep better at night!