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7 Ways Sales Managers Kill Sales

Posted by Doug Davidoff

Nov 13, 2017 5:00:00 PM

7 Ways Sales Managers Kill Sales ProductivityI have tremendous respect and empathy for sales managers. Frankly, I can’t think of a job that is more difficult and complex than managing salespeople. Effective salespeople, by nature, are pretty stubborn in their ways and are always adjusting things based on the specific conversation they’re having at any given time.

I remember when I was in a sales manager’s role, I often felt like I could never win. I was responsible for implementing the strategy and approach that was devised by others (my bosses and their bosses) and required to achieve results through others (the salespeople that reported to me) that I had, at best, only a slight degree of control. Having been a top sales performer, I was always fighting against my natural inclination to just take care of everything myself.

Yet, despite the challenge, sales managers can have great impact. For most organizations, it’s the highest leverage, highest impact position in the organization. For the company, a strong sales manager yields growth and results across multiple performers. For the manager, success at this level opens the door for lucrative opportunities in the future.

If there’s one thing I’ve learned, it’s that there’s nothing quite so good as a strong sales manager and there’s nothing quite so bad as an average or weak one. In my experience, there are seven killer habits that sink managers who would otherwise be strong.

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Topics: Performance, B2B Sales Strategy, Sales Training/Coaching, Sales

Podcast: The Black Line Between Sales & Marketing

Posted by Doug Davidoff

Oct 26, 2017 1:00:00 PM

Black-Line-Podcast.jpgThere are a lot of great things happening here at Imagine. Last week I shared the new approach we’re taking to supporting and driving faster growth for our clients. Today, I get to announce the official launch of our new podcast The Black Line Between Sales & Marketing. This time I’m hosting the podcast in conjunction with my friend, client, and vendor, Mike Donnelly, the CEO of Seventh Sense. You can subscribe to the podcast on iTunes here.

You may be thinking, “Do we really need another podcast? Afterall, I can’t keep up with all of the great podcasts I’m already subscribed to.” The answer, of course, is an emphatic “Yes!”

What makes The Black Line Podcast unique? If you look at the landscape of podcasts and content in the sales, marketing, demand generation and business growth arena you’ll see three types of programming:

  • Best practices & how-tos
  • Interviews focused on wisdom and thought leadership
  • Interviews focused on stories and experience 
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Topics: Inbound Marketing, Demand Generation, Sales