Sales Management 2.0

Sales Management 2.0 was created to help prepare top sales professionals to become top sales managers.

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  • Carl Henry
  • Umesh Bagdi
  • Bob Brogan
  • Bojan Krajnc
  • Carol D Clark
  • John W. Furst
  • Colly Graham
  • Brad Trnavsky
  • cyndi
  • trish bertuzzi
  • ALIASGHAR FAKHRUDDIN
  • Ali
  • Paul
  • Steele03
  • Karl Goldfield
  • tanyaacatherine
  • Skip Anderson
  • Terrance D. Jackson
  • rose
  • Sarah Danish

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Sales Management 2.0 follows links in both the blog comments and forum posts. Please be kind and do not SPAM the site. Thanks! -Brad

Notes

A Quick Guide To Choosing A Sales Trainer

Created by Brad Trnavsky Jul 30, 2008 at 1:41pm. Last updated by Brad Trnavsky Jul. 30, 2008.

New User Guide

Created by Brad Trnavsky Apr 19, 2008 at 7:25pm. Last updated by Brad Trnavsky May. 4, 2008.

Notes Home

Created by Brad Trnavsky Apr 12, 2008 at 2:07pm. Last updated by Brad Trnavsky Jul. 30, 2008.

Rules For a Healty Community

Created by Brad Trnavsky Apr 19, 2008 at 6:41pm. Last updated by Krisy Trnavsky Mar 3.

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Welcome to Sales Management 2.0

Thanks for stopping by Sales Management 2.0 a community for sales professionals by sales professionals. When I first started my sales blog back in June of 2007 my goal was to gain two way communication with an audience so I could learn from others as much as I was teaching. What I learned over time was that blogs were better than static web pages for communicating with people, but I was still longing for that feeling of community that is hard to get from a single blog. I finally feel I have created that community I was looking for here at Sales Management 2.0. By registering you can setup your own network profile, in addition to getting your own profile page, you can search for jobs, participate in the forums, post videos, write your own blog posts, as well as join and create public or private groups to have more detailed discussions or connect with folks from the same industry, geographic region etc...

I have a lot more features coming soon. I hope you enjoy your visit, and if you have any questions please feel free to send me a private message by stopping by my profile.

Finally, if you are not a member Click Here To Join!

-Brad

Sales Management 2.0 Podcast

Episode 12 - Lee Salz and the “Sales Marriage”

Have you ever wondered why a sales person can be a superstar at one company, only to fail miserably at another?  That was the topic of this week’s episode with Lee B. Salz, President of Sales Architects. Lee B. Salz, is a sales management guru who specializes in helping companies hire the right sales people, on-board them, and focus [...]

Episode 11 - Author Marc Warnke Talks About His Book ONO: Options Not Obligations

We are very excited about this episode!  We got to catch up with best-selling author Marc Warnke to discuss his new book “ONO: Options Not Obligations“.  Marc is the Founder of the Family First Entrepreneur movement, an effort to bring entrepreneurs back in touch with the most important people in their lives: their kids! Marc offers [...]

Episode 10 - Brad and Jerry Discuss the importance of Self-Education

Image via Wikipedia So, you’re company doesn’t provide enough training?  They won’t send you to seminars?  Won’t reimburse you for books and audio programs?  Well, while that is unfortunate (sales managers, what are you thinking?!), we’re not going to let you off the hook! In this early episode (we’ve been saving it for a special occassion) we [...]

Episode 9 - Kim Williams on Building Relationships

No matter what you sell, the core competency every sales person needs is the ability to build relationships.  Whether you’ve got five minutes or five months, your capacity to build rapport with your prospects is critical, and that was the topic of our discussion with Kim Williams, Vice President of Sales at Pike’s Home Maintenance. Kim [...]

Episode 8 - Will Fultz on Rewarding Your Top Producers

Image by b_trnavsky via Flickr This week, we had the chance to talk to Will Fultz about the importance of rewarding top sales producers.  Will is the author of  Top Sales Blog, a contributing member of the Sales Bloggers Union, an Internet marketer, and a practicing salesperson for a Fortune 500 paint & coatings company. Will has [...]

Recent Blog Posts

Kim E. Williams

It Isn't What We Know.

I recently was asked by another sales person to offer some coaching on his approach to sales. As I often do, I began by asking a number of questions to gain knowledge of this person’s abilities. At every turn, his response was the same, “I know that, but….” I finally addressed what I believed was his biggest growth opportunity: he was focused on what he knew, what he understood about selling, and not on what he was, in fact, doing.

It isn’t about what we know, it is about what we do – how we pe… Continue

Posted by Kim E. Williams on July 1, 2009 at 5:47pm — 2 Comments

Steven Rosen

Coaching Mistake #3 “Laundry List Coaching”

Personal growth and change is a challenge for all of us. We all have strengths and areas for development. Mangers who decide who create a laundry list of areas for development will have little success. It is too difficult for sales rep to make wholesale changes in how they sell. Development is about working on improving 1 or 2 things and once the sales person has demonstrated that they have acquired the skill or behaviour then you can move on to the next area.

From a sales reps perspective imag… Continue

Posted by Steven Rosen on June 30, 2009 at 12:00pm

Steven Rosen

Coaching Mistake #2 – “I’ll get to it Coaching”

Last week I explored the mistake that many managers make of being in tell mode. Today I want to explore where coaching sits amongst a sales managers many priorities.

Time management is a challenge we all face. With emails, meetings and administrative work what is a sales manager to do? If sales results are what you desire then the easy answer is to do the activities that will drive the greatest revenue. Generally we do the busy work first as they are the easiest to. It feels good when we are up… Continue

Posted by Steven Rosen on June 29, 2009 at 12:23pm

Steven Rosen

Coaching Mistake #1 – “Telling vs. Asking Coaching”

Coaching Mistakes to Avoid

Want to drive sales performance? Transforming your sales managers from good to great coaches can have a dramatic impact on sales. In fact, sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of mistakes.

As the head of sales or as a frontline sales m… Continue

Posted by Steven Rosen on June 29, 2009 at 12:21pm

Cliff Sutton

New Sales Managers Life Savers

'"New Managers Lifesavers!!" Those were the words a couple of new managers in one of my retail training groups used. They were referring to a management philosophy that helps develop Self Managing Sales People. The concepts are simple however making it happen takes a bit of getting your head around it.

It starts with having meaningful conversations with Sales Reps. This can be achieved by being interested in what your reps are interested in. Sometimes a little listening and enthusiasm by a mana… Continue

Posted by Cliff Sutton on June 29, 2009 at 12:00pm

Forum

Introduce Yourself!

A place where new members can introduce themselves to the community.

55 discussions

General Sales Questions

A place to ask questions about all things sales related.

36 discussions

Management / Leadership

A place to discuss sales management and leadership topics.

27 discussions

Marketing / Lead Generation

A place to discuss marketing and lead generation

12 discussions

Networking

A place to discuss networking and how we could do it more efficiently and effectively.

11 discussions

Free e-books

I am creating a library of free e-books for download here. If you are interested in having your e-book in the library please feel free to send me a message.

5 discussions

Cup of Joe

Off topic posting.

11 discussions

Community Updates

2 discussions

 
 

About

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Latest Activity

Carl Henry and Umesh Bagdi joined Sales Management 2.0
11 hours ago
A blog post by Kim E. Williams was featured
I recently was asked by another sales person to offer some coaching on his approach to sales. As I often do, I began by asking a number of questions to gain knowledge of this person’s abilities. At every turn, his response was the same, “I know th...
18 hours ago
3 blog posts by Steven Rosen were featured
18 hours ago
Carol D Clark, Bob Brogan and Bojan Krajnc joined Sales Management 2.0
yesterday
Colly Graham added a video
06:19
Learn to avoid the top ten mistakes made on the telephone - Part One
on Tuesday
trish bertuzzi added a blog post
I recently had the pleasure of presenting at the Sales 2.0 Conference in Boston. I participated in a panel on Social Networking in a Sales 2.0 World. Hmmm....got me thinking. As Inside Sales experts, we are always interested in new ways to genera...
on Tuesday
Hey Colly, How are you doing ? Thank you so much for adding me. Looking forward to ehar a shout in near future. Cheers !!!!
on Tuesday
Ali is now friends with Colly Graham and ALIASGHAR FAKHRUDDIN
on Tuesday
A blog post by Cliff Sutton was featured
'"New Managers Lifesavers!!" Those were the words a couple of new managers in one of my retail training groups used. They were referring to a management philosophy that helps develop Self Managing Sales People. The concepts are simple however maki...
on Tuesday
A blog post by Niall Devitt was featured
There are HUGE amount of people that are prepared to help you to be SUCCESSFUL, that will make you feel IMPORTANT and that will help you to GROW your business. They will even help you and your business in ways that you are yet to COMPREHEND and g...
on Tuesday
hi
on Tuesday
ALIASGHAR FAKHRUDDIN, Monali Jain, Shaun Gisbourne and 1 more joined Sales Management 2.0
on Tuesday
Dear Kristi I think its a valid question, so here is another answer. I was a Sales Manager at IBM, Xerox and then Wang where I was a Region Manager, then Country VP Sales. There I realized that, contrary to being told that there was a sales prob...
on Tuesday
At the risk of being labelled an old school thinker, I have never found a substitute for a good sales manager conducting a regular funnel and forecast review process with each of his sales team. This should be a Quality Control Process and must no...
on Tuesday
As per the comments from Trish, you have only given limited info + there are many ideas of what constitutes a sales process. Most people define that as either: a. A process or way of conducting a sales call or meeting, or.. b. A number of selling...
on Tuesday
Dave Brock added 5 blog posts
on Tuesday
 

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