Sales Management Services

As principal of Sales Management Services, I provide practical sales management advice to company presidents, owners, entrepreneurs and business executives. Among my clients are product and service firms in manufacturing, software, construction, medical, telecommunications, recruiting, delivery, specialty retail, and distribution.

In my practice, I address issues including: 

•	Determining a path to achieving sales objectives
•	Evaluating skills of the sales force
•	Defining key success criteria for ideal salesperson
•	Instituting a hiring procedure
•	Setting sales productivity standards
•	Developing or improving sales reporting system
•	Creating / implementing performance review process
•	Promoting a culture of accountability and sales success
•	Providing sales management coaching services (see expanded description below)

My approach is to create specific, actionable plans for those executives responsible for driving sales revenue within their organization. 

Sales Management Coaching

Coaching establishes a customized collaboration between client (sales manager or executive) and coach (me), with an emphasis on identifying and addressing their specific concerns, issues and initiatives.  Sales management coaching works for:

•	Experienced sales managers discovering their “old ways” aren’t working
•	Those individuals managing sales staffs of varied talent and tenure
•	Managers with continually under-producing sales staffs
•	Newly appointed sales managers

Most clients say sales management coaching improves their performance as a manager, represents a turning point in their chosen profession, and increases their future potential.

Principal

Sales Hiring Straight Talk

Sales hiring straight talk … so your sales interviews ROCK!

Podcast Co-host

Thomson Reuters

With the WG&L and RIA divisions of Thomson, I sold professional publications such as "The Personnel Director’s Legal Guide" and "Hotel Investments: A Guide for Lenders and Owners" to human resource, real estate and banking professionals. I achieved record breaking sales of the publication "The Banker's Diary and Guide." 
 
As National Account Sales Manager, I managed a team of high-performing reps who consistently exceeded quota, selling the full line of publications such as "Federal Income Taxation of Corporations and Shareholders" to the largest libraries and law firms in the country.  

Switching divisions, I worked with the editors and publishers on the successful reorganization of the underperforming Law Line. While Sales Manager for the Law Line, I supervised a team of reps selling publications such as "Corporate Acquisitions, Mergers and Divestitures" and "Structuring Commercial Loan Agreements."  Customers included practitioners in the areas of human resources, real estate and banking.

Together with other Thomson sales Vice Presidents, Directors and Managers, I participated in the creation of:

•	Compensation plans
•	Minimum standards
•	New hire orientation
•	Product training
•	Performance reviews
•	President’s Club
•	Territory realignment
•	Sales contests

Sales Manager

I provide expertise and counsel to the hardworking and creative presidents, business owners and entrepreneurs who seek to improve sales within their companies and take their businesses to the next level.  Clients typically engage my firm, Sales Management Services, to work together with them on issues like setting sales productivity goals, hiring the right salespeople, coaching existing salespeople so that they exceed quota, improving sales forecast accuracy, and understanding the sales cycle.

Taplio

Suzanne Paling's Linkedin Analytics

Suzanne Paling

Want to drive more opportunities from LinkedIn?

Taplio

.css-1jgreyo{background-image:linear-gradient(284deg, rgba(39,43,72,1) 0%, rgba(33,47,183,1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Suzanne Paling's Linkedin Analytics

Suzanne Paling

Want to drive more opportunities from LinkedIn?

Suzanne Paling's Linkedin Analytics