Steve Clark on Sales Management Training

Time Management: A Sales Management Training Myth

Probably every sales management training course teaches time management. I’ve read nearly every time management book ever written and seen just about every time management system ever devised. I’ve owned most of them and what I will tell…

Which One Will You Choose?

SALES MANAGEMENT I’ve got a sales manager coaching client who has 8 sales rep direct reports. One day during one of our coaching sessions, he said to me, “Steve, I’ve got 2 great producing sales reps who outsell the other 6 reps on…

The Difference Between Winners and Losers

According to one credible study done by a very large insurance company, the top 20% of life insurance agents make 16 times as much commissions as the bottom 80% and the top 4% of agents make 54 times as much as the bottom 80%. If you are not…