Avoid the “Activity Trap”

If you have managed sales for more than a month, you are familiar with the desire to know about what your salespeople are doing. This desire is most likely bread not of the interest in knowing what your top producers are doing, only the interest confirming your suspicions about what the bottom producers are not…

Introduction to Sales Activity Management

Almost every sales professional that I have ever met has told me that “time management” is their biggest challenge. It makes sense. For the most part, sales roles have become increasingly complex as companies have added technology and streamlined operations. Very few “sales” roles that I know of are straight sales through and through. We…

Sales Activity Management Defined

Upon reading my last article, Dan Rhind of TD Canada Trust wanted a more detailed definition of sales activity management, noting that the whole idea of “managing activity” was a repulsive topic to many of the salespeople he has worked with. He wanted more meat to sell the definition. So let’s define sales activity management…

Why Manage Selling Activity?

Success and fulfillment, perhaps happiness are three important outcomes of sales activity management. I can’t think of more important, life changing reasons. If it is important to the professional who actively manages their efforts, they may even find improved quality of work and life balance. I’m not kidding. If one looks at the variables, calculates…

Control, Confidence and the Management of Selling Activity

As a Sales Manager you know the impact of confidence in sales performance all too well. If your salespeople don’t develop it, they struggle and most likely fail. So, what is your role in building the confidence of your salespeople? Albert Bandura points to four influences in the development of confidence – Mastery, Observation, Optimism…