Should Sales Managers be selling while they are managing a small team?

Typically, sales managers are former salespeople. They are familiar with the sales job, and their staff feels comfortable because their manager has done the same job before as they are doing now. Remember, leadership is a balancing act.

A sales person’s mission is to serve the clients and the company, but a sales manager’s mission is more complex. They must serve the clients, the company, and the salesperson. In addition, a sales manager’s job consists of four key domains: hiring the salespeople, training the salespeople, evaluating the salespeople, and growing the business.

But, should sales managers also continue to play the role of a sales person as well? Absolutely!

Here are four reasons why sales managers should sell to key accounts (15-30):

  1. Industry Awareness: Sales managers will be able to recognize the industry trend and better understand the clients’ needs by talking to them directly.
  2. Higher Income – Sales managers will be able to increase their income since it will introduce a separate income source beside higher base and bonus.
  3. Lead by Example – Sales managers should set an example by occasionally showing the sales team how to close a few deals and grow some existing accounts.
  4. Improved ROI – The sales manager will become a profit center instead of cost burden for the organization if they contribute to the team sales quota.

Although it is a good idea for sales managers to also be salespeople, they must do it right if they are going to do it at all. It is very important for sales managers to follow a time management tool if they chose to play a dual role: sales and sales management. Another word of warning—sales managers could be perceived as “self-fish” if they use their authority to take good accounts from their team members unfairly.

Above all, sales managers must possess high integrity and practice fairness in order to manage the team effectively.

Should we hire experienced or inexperienced sales people?

I had a meeting with my sales management team earlier today to discuss if we should focus on hiring experienced or non-experienced sales people.

It is our finding that non-experienced people are comparatively loyal, adapts to the organization culture easily. On the other hand, the experience produce result immediately, requires lesser training and quickly adapts to the selling process. Read more »

Quote | Change

“Your success in life isn’t based on your ability to simply change. It is based on your ability to change faster than your competition, customers, and business.”

Mark Sanbor, Bestselling Author

About Mark Sanborn: Mark Sanborn, CSP, CPAE, is president of Sanborn & Associates, Inc., an idea studio dedicated to developing leaders in business and in life. Mark is an international bestselling author and noted authority on leadership, team building, customer service and change.


Microsoft interviewed NetCom President & CEO, Russell Sarder

Microsoft Interviews NetCom Information Technology about the Current and Future Impact of Microsoft Certifications on Companies and their Employees

New York, NY – July 15, 2010 – Today Microsoft interviewed NetCom President & CEO, Russell Sarder to discover the business impact and real-world perceptions of Microsoft Certifications for organizations and their employees. As a long-time Microsoft Gold Certified Partner and leading Microsoft training provider, NetCom painted an accurate picture of this impact.

In summary, the interview showed that as Microsoft Certifications continue to evolve to more closely align with job roles, the demand for certifications from both individuals and companies is on the rise. The biggest factor behind the increase is that IT Professionals and Managers recognize the practical benefits these credentials offer in terms of organizational productivity and professional resourcefulness.

Sarder notes that feedback from NetCom Educational Consultants regarding Microsoft Certification indicates growing interest. “We used to have to invest a stronger effort to promote certification, but recently, many individuals know they want it and that’s how they start the conversation with us,” he says. He believes there are several reasons for this trend. Human resources managers often tell NetCom that they search for certification credentials when they review resumes on online job boards; without the proper certification, a candidate’s visibility is minimal. Also, Microsoft Certification clearly validates a person’s claim to a certain level of expertise that might otherwise be doubtful, especially when new technologies are involved. Read more »

Quote | Teamwork

“All your strength is in union, all your danger is in discord.”Henry Wadsworth Longfellow

About Henry Wadsworth Longfellow: Henry Wadsworth was a commanding figure in the cultural life of nineteenth-century America. Born in Portland, Maine, in 1807, he became a national literary figure by the 1850s and a world- famous personality by the time of his death in 1882.

He was a traveler, a linguist, and a romantic who identified with the great traditions of European literature and thought. At the same time, he was rooted in American life and history, which charged his imagination with untried themes and made him ambitious for success.

Nine good habits would change your life

View more presentations from Russell Sarder.

Characteristics of team players

What motivates us?

According to Daniel Pink, the bestselling author of Drive: the Surprising Truth about What Motivates Us, the following three things motivate people:

  • Autonomy: People want to have control over their work.
  • Mastery: People want to get better at what they do.
  • Purpose: People want to be part of something that is bigger than they are.



What are your top goals in life?

Over the years, I have asked the following question to hundreds of my friends, family members and employees.

What are your top goals in life?

I have summarized the answers for you.

Why top performers love their jobs?

I have asked the above questions to my top performers over.  Here is what they told me:

  1. Recognition
  2. High quality boss
  3. Challenging projects
  4. High quality colleagues
  5. High compensation package
  6. Status / title