“It isn’t what you can do for me,” Tom said. “It’s what can I do for you. While I’ve only been on the job for a few weeks, maybe there is something Marketing needs to do for you,” he said with a bemused smile.
Jill Konrath talks about how she reframes a problem by turning it into a challenge.
This information is offered on January 5, 2018 as a benefit to our members and subscribers. The salary ranges will differ dramatically depending on geographical location, type of products sold, inside or outside sales management position, time in grade as a sales manager, etc. Follow the links for more information. The links and companies quoted are offered in a random fashion. This information is offered as a guide.
Vice President (VP), Sales Salary Averages $132,944
This information is offered on January 2, 2018 as a benefit to our members and subscribers. The salary ranges will differ dramatically depending on geographical location, type of products sold, inside or outside sales management position, time in grade as a sales manager, etc. Follow the links for more information. The links and companies quoted are offered in a random fashion. This information is offered as a guide.
How much does a Sales Manager make? Average $73,144 a year base pay. Does not include commissions and bonus.
Low $45K High $120K
The national average salary for a Sales Manager is $73,144 in United States. Filter by location to see Sales Manager salaries in your area. Salary estimates are based on 37,736 salaries submitted anonymously to Glassdoor by Sales Manager employees.
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Delivering qualified leads and appointments is a shortcut to making forecast!
When sales are lagging, you’re in a slump, your back’s against the wall, and you need to make forecast, the answer is to get appointments for your reps. Not just any appointments mind you; you need qualified appointments.
When sales are down in most companies, the manager’s first response is to increase sales activity. More calls. Call current clients, call old proposals, call old leads; “jump on the phones” screams the sales manager.
If sales are lagging, salespeople are failing, no one is traveling with salespeople (front of customers), maybe it is time the company president relinquishes the reins of presidential sales manager. There comes a point in the company’s growth when the president needs to focus on presidential things and leave sales management to a professional sales manager. No, I didn’t say promote the best sales person and make them a manager.
Salespeople need care and attention. Inside salespeople need more care and attention than outside salespeople. Both groups need a daily dose of coaching. If you have a part-time sales manager you'll get part-time results.
Just because the company president knows how to sell doesn’t mean he or she can be a part-time sales manager and succeed. This is small company stuff, that all companies have to go through and outgrow.
Listen Now: Click on the Green Arrow Join host, Matt Heinz and his guest, Anthony Iannarino as they review Anthony's book, The Lost Art of Closing. He'll have some insights that will help you close more deals.
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Which Reminds Me of Another Mystery About Sales Leads
My best friend Bob tells a story about having the whole family over to his place one year for Thanksgiving. Sometime during the day he looked around for his children and noticed that none of them, nor any of his nieces and nephews, was around. He walked through the house and found the little ones, aged 3 to 10, sitting at his father's feet, looking up at their grandfather.
When to Fire a Low-Performing Sales Rep
When sales are slowing down, the "ghost-pipeline" starts to build as sales reps stop closing out prospects that in ordinary times would be labeled dead. At this point the pressure is growing on the sales manager to get rid of non-performing salespeople.
The sales manager will often draw a line and say “Make the numbers this month or you will be fired.” Most often senior management will step in and say, “But Bob, we only have six reps. If you fire two of them we are in real trouble. We’d rather have a poor-performing rep over no rep.” Hence the ‘bad breath’ versus ‘no breath’ reference.
Why it Matters:
"...trying to keep a sales representative who is weak, unproductive and misleading delays your recovery. It takes 4-6 months for a new rep to be productive; you may as well face reality and pull the trigger and get on with it. Find a producer."
Unfortunately, this forestalls the inevitable and the rep who limps along costs the company more (by being on staff) than they