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Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.SalesProCentral
Search Results for: filter not funnel
Sales manager tip – be a filter not a funnel
Each year sales managers spend a substantive amount of time and effort helping their sales team use their time with the customer more effectively. What they often fail to do is make a commitment to help them have more time to spend with their customers. Front-line sales manager who can provide their sales teams more time to work with customers, not on paperwork can make a big difference quick Continue reading
Trials and tribulations of new sales managers
New sales managers often fall into three traps that hinder their success: “forcing” their sales team to sell as they do, holding the reigns a bit too tight, and not funneling information to their sales team – thereby overwhelming them. Continue reading
Sales productivity – time to push the more button
3 best practices to help companies improve sales productivity. Continue reading
Transitioning to sales manager – a rubicon moment
4 best practices to help new sales managers succeed. Continue reading
Bridging the abyss – From sales rep to sales manager
7 best practices to help sales reps transition to sales management. Continue reading
Posted in Sales Leaders
Tagged sales manager, transition from sales rep to sales manager
Sales productivity – it’s the time, stupid
To improve sales productivity, companies must get serious about freeing up the sales team so they have more time for selling. Continue reading
Posted in Sales Best Practices, Sales Training, Uncategorized
Tagged sales best practices, sales productivity, sales training
Sales managers must be roadblock removers
Sales reps face roadblocks throughout the year that impede on their selling time and ultimately, sales success. One way sales managers can help their sales teams capture more time to focus on sales is to help them handle requests from others – most notably other divisions and corporate staff. When requests come in, sales managers can serve the role of a filter – not simply funneling everything directly to the sales team. Continue reading
Sales managers – 6 tips to be nimble!
Achieving sales success requires salespeople and sales managers to be nimble. This post shares 6 best practices for being more nimble. Continue reading
New sales manager – don’t lose a chance to make a difference
Sales rep to sales manager transition – this blog shares best practices for sales managers making that transition. Continue reading
Sales managers … don’t forget about trust
It is difficult to overstate the importance of the front-line sales manager. Front-line management is the pivotal job for creating a great sales team. It is also a job that is increasingly complex and demanding. So in all that clutter, it is sometimes difficult to think and act about things that everyone knows are important but are less immediate. One such item is – devoting time to develop trust. Doing things that build a real trust relationship with your sales team. Continue reading
