Important Skills for Sales Managers

July 29, 2017 § Leave a comment


Diane Kaern served as a global sales operations manager in California, where she supported sales professionals and performed sales compensation analytics.

Sales professionals rely on a number of skills, including the following:

Leadership. Strong leadership skills help sales managers oversee their teams with efficiency and order. Sales managers with leadership skills know to relay a vision to their teams and demonstrate the necessary implementations to achieve that vision. Sales leaders also establish and enforce a code of behavior for all team members.

– Coaching. Improving performance through guidance and mentoring, effective coaching helps sales representatives fulfill their potential and motivates them to strive for continuous improvement. Coaching can also lead to increased job satisfaction and reduced turnover.

– Attention to details. Close attention can help sales managers recognize negative patterns in the early stages and intervene before they become bigger problems.

– Analytical thinking. Sales managers receive a nearly constant stream of information with varying levels of verifiability. Analyzing data enables managers to sort out the relevant information and draw conclusions that fit the facts.


What Is Balance of Trade?

July 21, 2017 § Leave a comment


Balance of Trade pic

Balance of Trade

A graduate of the MBA program at the University of Pittsburgh, Diane Kaern is a skilled business leader with expertise in operations, sales analytics, and finance. Diane Kaern previously served in a management role at Hewlett-Packard, where she managed balance-of-trade reporting processes, in addition to other duties.

Balance of trade refers to the difference in imports and exports a country produces over a set time period. The measure is often used as a means to assess economic health, and is a primary component of the balance of payments. The balance of payments is a statistical measurement of all transactions that are executed between a specific country’s residents and the rest of the world.

Sometimes referred to as net exports or commercial balance, the balance of trade can indicate a healthy or a lagging economy. A trade surplus, or positive balance, is found when the balance of trade measure shows that exports exceed imports. A trade deficit, or negative balance, occurs when imports exceed exports and is generally seen as a negative economic indicator.

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