In this first part of learning productization of services we will know why one should consider converting services into products. Why is this such an important deal and how it can benefit your organization. Before we get into this, let me acknowledge that a lot of people do this already, but without knowing the basics and following the right steps. 𝗪𝗵𝘆 𝗣𝗿𝗼𝗱𝘂𝗰𝘁𝗶𝘇𝗲? We talked about it in curtain raiser. Productizing your services can be a game-changer for your star

Promotions are looked forward to by every salesperson, they are natural part of career growth. Most organizations follow a policy of changing territories for person being promoted to avoid conflict, yet at senior positions there are circumstances where one may have to handle former peers, which could pose a challenge. Today we will talk about how to manage promotions effectively and navigate the dynamics of leading former peers. This is true for your own self as well as manag

A mid-level sales manager’s, primary goals is to build a (high-performing sales) team. You might just inherit a great team, or you might have the task of creating a team from scratch. For the latter, it involves recruiting the right talent, implementing comprehensive training programs, and creating a culture of continuous improvement. Let's explore effective methods to build a team that consistently meets and exceeds sales targets. Recruiting the Right Talent One of the most

A sales manager’s success depends on knowing the team and managing the dynamics. Know each person individually—their strengths and weaknesses—and create an environment where they support each other and collaborate to deliver high performance. 𝐔𝐧𝐝𝐞𝐫𝐬𝐭𝐚𝐧𝐝𝐢𝐧𝐠 𝐈𝐧𝐝𝐢𝐯𝐢𝐝𝐮𝐚𝐥 𝐒𝐭𝐫𝐞𝐧𝐠𝐭𝐡𝐬 𝐚𝐧𝐝 𝐖𝐞𝐚𝐤𝐧𝐞𝐬𝐬𝐞𝐬 • 𝐔𝐬𝐞 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐢𝐭𝐲 𝐓𝐞𝐬𝐭𝐬: Tools like 16personalities.com help you understand where each person stands. While experts can dec

Sales Management isn’t taught in textbooks. It’s an art and science learned from mentors and experiences—some guide you with best practices, while others teach you what to avoid. This journey is both challenging and enriching. I’m excited to introduce Sales Management Leadership for Mid-Level Managers. Whether you're a seasoned leader or a newly promoted manager, this series addresses practical issues and provides insights to help you excel. 𝐖𝐡𝐚𝐭 𝐘𝐨𝐮 𝐂𝐚𝐧 𝐋𝐨𝐨𝐤 𝐅

As a business leader with over 21 years of experience, I’ve worked with organizations through good and bad times, capitalizing on opportunities and delivering growth. While I worked to turn the tide and deliver profit by growing revenue and managing cost levers, the key learning has been cash management, even when you are EBITDA positive.  Many promising businesses (and even more in the case of startups today) fail to make an impact because they are not able to manage the CAS