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November 11, 2008
Tough times separate the planners from the plodders and these are tough times in the sales game! In these difficult economic times, the sales people who are creating and holding onto loyal customers are the ones who first put the extra effort into knowing and internalizing their customer's goals ..
October 22, 2008
How much time and money do you devote to your company's sales pipeline? Think about the resources, the software, the meetings, the forecasting, the managing and measuring you do, and the time and effort you give it. If you're like most CEO's or VP's or sales managers, your sales pipeline is your ..
September 23, 2008
Like anything in life managing a new sales team is easy when you know how. To make life simple. The list below gives you a start that will work now and in years to come. Because these steps look so simple don't underestimate their power.These specific activities form the process all successful ..
September 23, 2008
A proactive sales manager is a successful sales manager true or false? I think you have guessed the answer already.Take a look in your company. How is it that the top performing sales managers always seem to stay ahead of the game and the top of the sales league?Below are three rules that all ..
August 25, 2008
In the field of marketing, we recognize that business leads do not simply mean having a collection of demographics and contact lists. It is imperative to come up with an array of business tools that will help you generate sales leads for business that means having loyal customers. If you have ..
August 25, 2008
Imagine you are going on vacation and are in the process of checking into the resort hotel. The counter staff smiles at you, and enthusiastically tells you that if you were to add an additional €10 per night, you can upgrade to a bigger room. Thinking that you will be hosting a barbecue pool party ..
August 07, 2008
One of my favorite hobbies is playing baseball with my kids. I'm very involved with their Little League teams and volunteer to help teach baseball skills to the kids. My 7-year old son, Steven, is playing his first year of coach-pitch baseball. Prior to that, he played T-ball which is a very ..
August 07, 2008
It is often said that customers buy from people they like. While we don't usually buy from people we dislike, there is one more dimension to this old saying.Customers buy from people they trustTo illustrate this point further, let's look at how typical prospective customers react to new sales ..
August 01, 2008
The marketing components that used to generate leads -- product, performance, promotion and price --are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st century, selling and business development require ..
July 28, 2008
In a face-to-face card payment environment a well trained staff at the checkout can identify certain suspicious indications in a cardholder's behavior that can help prevent a potential fraudulent transaction from being processed. It is advisable that you do provide your personnel with proper ..
July 28, 2008
Sales have always been one of the major concerns of any type of business. Generally, sales are directly proportional to the success of any business, i.e., if the sales go up the business does well and if the sales arm is week, so is the business. So after hiring people for the job the most ..
July 27, 2008
Sales leaders and managers frequently talk about: hiring the right people, sales process mapping, sales strategy, sales force deployment and customer coverage, economic drivers of profit of the customer, sales force effectiveness, and sales compensation. The entire gamut of activities listed above ..
July 25, 2008
Anyone who has been in bulk vending for very long will recognize that vending routes go in cycles of prosperity and difficulty. A route can go from being a top producer to a mediocre route by losing key accounts, losing a contractor working for you, stolen machines increasing in a certain area and ..
July 24, 2008
What I am about to say can be executed by a new sales manager on their own, or via the direction of senior level sales manager.The challenge of a new sales manager getting up to speed and succeeding would be a common problem for most companies because most have not done their homework.Everyone ..
July 24, 2008
Introducing a new commission plan to a sales force can be a daunting task, especially when the business firm consists of several hundreds of sales representatives. Changing commissions can result in a lot of disturbances. Here are some best options that will minimize any disruptions and motivate ..
July 23, 2008
When a salesperson steps back to take in the big picture of selling, often their main focus is to get a prospect or ask for a referral. These are pieces to puzzle of sales attraction. But this is only one strategy in the process. There are at least three strategic pieces: sales attraction, sales ..
July 23, 2008
The salesperson's strategy for sales results goes beyond a passion to “get the sale." The heart of effective and easier selling is filled with a desire to be of help to the customer. The sales attraction strategy hinges on dissipating and minimizing limiting beliefs. Once those are out of the .
July 23, 2008
Some salespeople focus intently on just getting the sale. After all, in the end a prospect's decision to buy from you is the goal! What happens when you focus on “getting the sale" to the extent of being blind that there are other pieces to the process? Sometimes you lose focus of what ..
July 22, 2008
One thing often missing in sales manager training courses is the section on expectations. No not the normal definition of expectations. This is the one that can really change your sales performance in a drastic way.There is a great saying in life. That you get what you expect not what you want. Now .
July 21, 2008
With the national average for a gallon of Gasoline above $4 and the cost of airfare rising, sales managers need to squeeze every bit of savings out of their travel expenses. At the same time, they must increase sales in a slower economy. Computerized mapping and GPS helps do both.With today's ..
July 21, 2008
The following job promotion ritual is repeated in numerous sales organizations every year:Step 1: A sales management position is vacant due to growth, attrition, or the dismissal of an existing sales manager; Step 2: The top sales representative in the organization (or department) is selected to ..
July 21, 2008
Sales Management training can be one of the biggest challenges for any organisation.So often companies decide to put their best sales people into a sales management role Usually as a reward for a great sales career.The trouble is that often the poor new sales manager gets no formal training. If ..
July 21, 2008
Sales Management is all about planning, coaching, directing, controlling, motivating and delegating. Every thing that happens positively or negatively normally falls under these broad headings. To pull everything together though and make it work communication will be the key.In Sales management, ..
July 21, 2008
Sales people come in all shapes sizes and personalities. Though which ones are the best. A tour around any office, will demonstrate to you the rich variety of personalities that exist in the world.Assertive, aggressive, loud, shy, quiet, and considered to name just a few Though which ones make the ..
July 20, 2008
Enabling is the second biggest part of sales leadership following and closely tied to creating a vision.Unfortunately, there is a far more common practice in use by many companies, I call it “sales prevention." It is not, I think, practiced on purpose but more through a default lack of ..
July 19, 2008
Promotional pricing is typically used when new products are being introduced to the market. It can also be used to stimulate demand for products or services with lagging demand. This strategy of price targets buyers who are looking for the deal.Some examples of promotional pricing are: Special ..
July 19, 2008
Let me state the obvious: you can only use a product line pricing strategy if you have a whole product line or if you are in the process of building a whole product line (more than one product, and usually more than several products). This statement seems self-evident but remember products are not ..
July 19, 2008
Your pricing strategy is one of many of marketing strategies that you will use in your business and it's very important to get this strategy right because the right price strategy (along with the right product, and a strong marketing, sales and business plan) will earn your business revenues and ..
July 19, 2008
Value pricing is a strategy that businesses with a high value product or service use. The strategy is to sell the high value product or service at a low, value price. Note: this price is not to be below cost but at what the customer would perceive to be a low price.Customers’ perceptions are ..
July 18, 2008
As a direct sales leader, you look for every tip and technique to train, recognize, inform and motivate your team members. By far, the best tool to achieve these goals is through a monthly team newsletter. If you are consistently incorporating a team newsletter into your monthly team communication, .
July 16, 2008
Managing a salesperson can be easy or hard depending on your approach. I disagree with people that say it is hard. It all starts with a mindset.Because guess what. The sales people you manage actually want to do a good job. Like you feel inspired and motivated. Look after their loved ones and enjoy .
July 10, 2008
When I speak to business executives, one of the challenges I often hear is that their sales team is not doing the things they feel are most critical to the success of the company. I then ask to see their compensation plan. After a thorough read, I share my impression of the message of the ..
July 09, 2008
Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You've probably been fooled many times from a great impression at the interview, and then the person didn't cut it. S/he either quit, got fired or worse yet, s/he is still with you ..
July 08, 2008
Selling is a very challenging job. Even though many people believe they can do it, only a few do it really, really well. Sales management of this group of people can also be challenging. What sales people need to have and/or need to know: You cannot have a fragile ego; you have to be able to handle .
July 07, 2008
Recruiting sales people should be an ongoing and never ending process. You may not be hiring but you should always been recruiting for sales people. Because sales is such a critical role to every company, you should always be on the lookout for top sales talent. The biggest challenge for most ..
July 07, 2008
Would increasing your sales success have a beneficial effect on your financial success? Would you or your organization benefit from enhancing your sales skills? Do the current economic conditions require better sales abilities to accomplish your goals? If any or all of these are true for you, then ..
July 07, 2008
Building a strong sales team that work together is vital if you want to hit your sales quota easily and quickly. Team building activities with your sales team are extremely important.Sales team building processes include:A. Making the goals of the sales team clearB. Establishing ownership among ..
July 06, 2008
Often the consultant is faced with the opportunity to respond to a Request for Proposal (RFP) or Request for Qualifications (RFQ). These are usually issued by a governmental agency as the first step in soliciting and selecting consultants or contractors for a specific assignment or service. These ..
July 03, 2008
We once had an Executive Director who would hop on a plane to go out and visit with sales teams around the country. He was kind of like the company cheerleader. He loved to swoop in and get everybody fired up! Either before or after his “motivational seminar," he enjoyed sitting down with the .
June 30, 2008
If your business has a strong and achievable sales plan, your sales staff (whether that's you as a small business owner, or your employees) will be able to focus on selling to the plan. As a manager of sales people, it's your responsibility to build the sales plan.Building the sales plan means more .
June 27, 2008
I just read a blog from a sales expert that I respect highly. He is on a board to select the Sales Person of the Year Award for an association. So he commented on account managers vs. sales people. His conclusion was that account managers are not really top notch sales people in the context of ..
June 27, 2008
A lot of businesses enter the government contracting arena with the expectation of the “$1000 mousetrap" that is, the idea that government work is a cash cow that can be milked by exorbitant over-pricing. They are often given a rude awakening when they find that profit margins on government ..
June 25, 2008
So how much can you learn as a new sales manager and how much can you teach/coach/help your team? The answer is it depend. Though probably more than you realise.It all starts with human physiology and the good old human brain. It is a known fact that the brain has countless cells. A few comparisons .
June 25, 2008
There is the entire world of difference between making a team function as opposed to leading it. As a sales manager if you want a great and high performing team you will need to master both. If numbers were all that mattered, making a team of people function is something that even a computer ..
June 25, 2008
Now that you're a sales manager, you probably will begin to see things differently. Your new position affords you a good amount of power, authority, stimulation and challenge. Not only that, it is also a chance for you to make positive contributions to your company and make your mark as a leader in .
June 25, 2008
Motivation. It's a simple word and a simple concept but it's tricky to implement. Ask any sales manager what motivation is and there is a high likelihood that they would come up with a textbook definition. However, they will all agree that it is one of the most important things a manager must learn .
June 25, 2008
Managing a sales team isn't an easy task. You are not just responsible for yourself and your own production any more. You're in charge of a number of individuals, each with their own motivations, and fears, their own personalities, their own reasons for coming to work.You have to manage and lead ..
June 25, 2008
With the increasing pressures in business and the need to perform at the top of your game. Creativity is probably the last thing on your mind. Am I correct.Well fear not because with some basic steps it is more than possible and will help to boost your performance more than you ever ..
June 25, 2008
More and more books now enlighten us to the fact that everyone one is a success animal and wants to do well. Not just the guys in your sales team. We also know that certain things drive us and others don't.The question is though if we are all different how you keep everybody on track towards a ..
June 24, 2008
Good inventory management is necessary for manufacturers and wholesalers to maintain their profits. Inventory management includes good warehouse administration skills, like implementing safety measures, cooling and cleaning, record keeping and pricing techniques. Lousy inventory management will ..
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