by Scott Dunkel | Nov 23, 2020 | Life skills/ People skills, Sales Management
Don’t be the guy who walks into the office and fashions himself as God’s gift to his company because he is a successful sales exec who busted through his quota or closed a huge deal. Understand that it’s not always about you, and long-term sales success requires more...
by Scott Dunkel | Jun 20, 2017 | Sales Management
The absolute best way to demoralize a sales rep is to assign him a quota that is unattainable. In small- to medium-sized companies, this is typically not the case. However, as companies grow, too many times I have witnessed quota assignments that are totally...
by Scott Dunkel | Oct 17, 2016 | Sales Management
As sales managers, we sometimes want to replicate the exact process that worked for us when we were individual contributors. We look at our sales reps and say to ourselves: “If they would just do as I tell them, they would be successful.” In large corporations, there...
by Scott Dunkel | Jul 1, 2013 | Sales Management
When sales results are poor in a given territory is it the fault of the sales manager or the sales rep? Or is it both the rep and the manager? One would have to examine in detail the individual situation to make a determination. Senior management should certainly do...
by Scott Dunkel | Oct 15, 2012 | Changing Industries, Sales Management
During lunch while interviewing for a sales job in the computer leasing business the hiring sales manager made the following statement that I will never forget: “Your responsibility as a professional salesman is to be with the right company with the right product at...
