Sales managers often fall into one of two roles: marshmallow or meanie pants. GRETCHEN GORDON reveals how to avoid this trap by never losing sight of the main goal – getting the absolute best out of employees. Read more »

Telling is not selling, but telling is not coaching either. GRETCHEN GORDON discusses why telling is an ineffective way to train a sales team. Read more »

As the sales landscape changes, retailers must prepare for the future. One way to do this is to study how technology can assist salespeople, rather than replace them. GRETCHEN GORDON reports. Read more »

Hiring quickly might help to fill short-term vacancies on the sales floor but GRETCHEN GORDON believes hasty decisions can dramatically increase resourcing costs. Read more »

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Being able to close a sale is key to any successful retail business but why do many salespeople lack the skills to do so? GRETCHEN GORDON explains how to land sales more often. Read more »

September is the time when retailers set their focus on Christmas but GRETCHEN GORDON reports it’s also a great time to consider how to make next year better than the current one. Read more »

Sales managers who are eternally frustrated with their sales teams may need to look inwards for answers. GRETCHEN GORDON says doing so will improve performance throughout the entire business. Read more »

It’s important to measure all sales staff, irrespective of performance, to ensure consistency of treatment across the entire team and a fail-proof scheme should sales decline. GRETCHEN GORDON reports. Read more »

Setting activities for sales staff is perfectly acceptable as long as sales managers remember that sales activities do not replace sales results. GRETCHEN GORDON reports. Read more »

All sales teams make mistakes but what if it’s the sales manager who is causing these errors? Gretchen Gordon lists some common behavioural errors perpetrated by sales managers that directly affect sales. Read more »

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