52 Sales Management Tips (Tip 12)

My boy Steven Rosen has just finished his book, 52 Sales Management Tips.  It’s written for the front-line sales manager. Which I argue is the most difficult sales role in the organization.

Steven understands what it takes to motivate sales people and drive sales.  His book 52 Sales Managers Tips is the perfect sales managers pocket guide to getting the most out of a sales team.

Each week for the next few weeks I’m going to share on of is tips. Enjoy!


Sales are down… What is the boss going to say? Nothing!

Sales managers have no shortage of challenges. I always hated having to explain why sales are down. I can remember numerous times I faced challenges when sales were off. One year in February sales we were already behind budget. I knew I had to do something. So I quickly thought up a 3 point plan and marched down to my boss’s office.


I stated that I was concerned about sales and I decide that I was going to do the following:

  1. Cancel all training for the next 3 months
  2. Have the trainers out in the field supporting the sales force and
  3. Launch a contest that focused on sales reps making more calls

Not really a brilliant plan but I was being proactive. The following day my when my boss looked at his sales report, I didn’t get a phone call asking what’s going on.

Tip #12: Proactively Manage your Boss

Your boss is no different than you. All bosses want to know two things: One that you know what your issues are: Two that you are doing something about them. Put yourself in your boss’s shoes. S/he has enough to worry about. If your boss is spending time wondering what you are doing about your issues than they are really questioning whether you are effectively doing your job. 

Before your boss figures out your issues, communicate and demonstrate that you have a plan to proactively address your issues. Remember, the best defence is an offence.

Check out Steves book 52 Sales Management Tips The Sales Managers Success Guide it is available at Amazon.com. To find out more go to www.52SalesManagementTips.com.

Next week, Focus and Success.