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 From
Jennifer Gilbert's article, "Tough Sell," Alan McAnally, a sales
planning specialist, speaks out in the November 2002 issue of Sales
and Marketing Management. He addresses ways to face the challenges
of selling when one's company is struggling and undergoing difficult
times. A positive attitude is a big part of the answer.
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 From
the March 2003 issue of Sales and Marketing Management, the article
by Jennifer Gilbert, "Stretch Goals: Any Recourse For Managers?" solicits
Alan McAnally's approach to dealing with goals that appear to be
unrealistic and unattainable, and the value of supporting one's position
with data and facts.
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 This
article, as seen in Selling Power magazine, gives Alan McAnallyÕs
10 key tips for a professional, planned approach. It points out ways
to to keep your pipeline full and tells you how to maximize your
effectiveness in prospecting efforts.
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 From
the October 2000 issue of Selling Power®, this article by Bill Kendy, "No
Lone Rangers," explores Alan McAnally's views on teamwork, setting
expectations and standards, and effectively managing egocentric salespeople.
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 From
the May 2001 issue of Selling Power®, Heather Baldwin' article, "Making
Contact", Alan McAnally speaks about how to keep the lines of communication
open to reps on the road and how to best monitor their activities.
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 From
Issues and Answers in Sales Management, this article, ³Are You Spending
Enough Time Developing Your Reps?² Discusses what could be considered
a fundamental blueprint for returning to the very basics of sound
sales management.
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 Wonder
where to get your new business? ³Mini Wins - Big Successes.² by Alan
McAnally talks about how a daily commitment to success, and specifically
to prospecting efforts, can give field sales people a sense of accomplishment
while doing the tough job of developing new business.
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 In
the June 2001 issue of Sales and Marketing Excellence, the
article "Sales Planning" by Alan McAnally speaks to the need for
and benefits of a formalized sales planning process by the individual
sales executive.
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