Friday, January 27, 2012

Be a top 10% Sales Managers To Drive Sales Success

Be a top 10% Sales Managers To Drive Sales Success
Posted by Tony Cole

Here is an article posted by Bill Eckstrom from EcSell Institute - an organization dedicated to helping sales managers do more of the right stuff, the right way at the right time. Your sales management job is not an easy one so it comes as no surprise to me that Bill identifies some research indicating that 90% of the sales managers are doing 'stuff' wrong. To put my spin on this - read his article - assess how you are doing - ask yourself; what you need to keep doing, stop doing or start doing and then take action. Enjoy

Your job as a sales manager is to get things done. A study done by academics Heike Bruch and the late Sumantra Ghoshal from London, investigated what they called "decisive purposeful action." Most companies, far from being hives of busy, effective executives, could instead be seen as "a few isolated islands of action amid an ocean of inaction," the researchers found. Does this ring any bells? Here are the highlights from their study.

Read the full article "Study: Most Managers are Ineffective"

Only about 10 percent of the managers took purposeful action." The remainder were busy, just not very effective: 40 percent were energetic but unfocused; 30 percent had low energy, little focus and tended to procrastinate; and 10% were focused, but not very energetic.

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