Sales Managers

If your initial thought is that you hope he is in the field then watch your caller ID for “It’s the 80’s.”  I agree managers need to spend time with their sales professionals in the field, and I’ll get to that, but “being in the field” is not a proxy for being a good manager.  Read More

Successful dealers are always looking to grow, nothing new there.  The question is what structure should be put in place to best achieve the desired growth?  If money wasn’t an issue and we had unlimited opportunity, it would be easy to plug and play entire sales teams with the Read More

Since, I’ve had so much time in the trenches, I’ve seen many sales people, and sales managers come and go.  I understand that many sales managers are sometimes handicapped with what they can and can’t do.  But, if I was King and I had carte blanche, here’s Read More

Front line management is tough regardless of your functional area.  As a manager you need to deal with scheduling, employees’ personal issues, training and emergencies you could never have anticipated.  When you’re a front line sales manager you have to throw into the mix the Read More

If you’re looking to get a good picture of what’s happening on the personnel side of the office technology business one of the best people to speak with is Paul Schwartz, president of Copier Careers, a personnel agency for the office technology industry and a company that’s well Read More