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Why My Sales Manager is a Computer Program
Perfection is a challenge for any human to accomplish and fortunately I don’t have to rely on a human to manage my sales contacts. When I compare what a human requires, it becomes easy to understand why a computer program is so attractive. The computer doesn’t take breaks or go on vacation.Read more…Are Self-Limiting Beliefs Constraining Your Sales Team?
“The winners in life constantly think in terms of I can, I will and I am. Losers on the other hand concentrate their waking thoughts on what they should have done or what they don't do”.- Dennis WaitleyAllowing self-limiting beliefs to constrain performance, will in turn limit sales results because like everyone, salespeople hold stubbornly to private beliefs about themselves, clients, markets, competition, and even the economy, beliefs that can have an enormous impact, either positive or negative, on their sales achievement levels.Read more…The Importance Of Up Selling And Cross Selling To Increase Margins
To increase the revenue and margins of an order by selling products and services at a higher price i.e. up-selling or by selling additional products and services i.Read more…Sales Management: 5 Signs You Hired A Loser
Most sales managers got to where they are because they were effective salespeople, first.And they became effective in sales because they were optimistic.Then they were elevated to a management post, and they retained that optimism, projecting it into their crew.Read more…Sales Managers: Should You Dress Salespeople For Success?
If you’re a guy and you’re lucky enough to have a caring spouse or girlfriend you won’t be offended if she occasionally flicks the lint off your lapel or tightens the knot in your necktie.But what if your sales manager did that, too?I’m not recommending it, but management should take keen interest in how its people look in the field, because appearances count.Read more…Savvy Sales Managers Know Call Backs Don't Count!
Recently, you hired someone who seems to have all of the enthusiasm in the world.In tracking his performance you can’t help but notice that he has (1) Either no sales, yet; or (2) Very few sales; fewer than expected.You ask what’s up, and he replies that he has “A ton of call backs.Read more…The Art of Selling: 3 Tips to Make People Make Decisions
One of my early sales trainers said, “Gary, people hate to make decisions and that’s why we have to make them for them.”He may have overstated it a bit, but the point is well taken.Sometimes it’s called the ABC’s of Selling: Always Be Closing.Read more…Top Sales Speaker Asks: Is Selling A Skill or A Discipline?
According to one of my most successful clients, an entrepreneur in his own right, “Selling is so easy that it’s hard!”If this line makes you chuckle or nod your head in agreement, then you probably think that selling is, at its foundation, a discipline.If this notion makes you scratch your head in bewilderment, then you might believe that selling is a skill.Read more…You Are Not Lazy, But Other Salespeople Are
Most people who are sales people are somewhat lazy in observance, however some spend a lot of time strategizing and thinking. As a Founder of a Franchise company I had often been accused by my own Bonzai and Blitz marketing teams of being lazy and sleeping until 11:00 Am or Noon, yet I had stayed up all night until 4:00 Am or 5:00 Am studying maps, making plans and lists of the best possible clients.In fact in the mornings I would send out our teams at 9:00 Am and go back to sleep for few more hours.Read more…How to Run a Sales Blitz
Despite the growing disdain for walk-in-the-door cold calling, there are plenty of high activity sales companies (even industries) that conduct sales blitzes to generate a wave of fresh leads for their new business developers.Read on for some great best practices to make them successful.Teams.Read more…Top Speaker Offers Three Steps to Conquering Sales Objections
The customer is always right.But when a customer objects, he’s wrong.How can we straighten him out and not alienate or offend him?Read more…Differentiation - The Key To People Remembering You And Your Game
What exactly are you selling? What is your product or service? How do you differentiate yourself from everyone else?Read more…Sales Managers: You'll Set More Appointments With Better Call Analysis
As a sales manager or a business owner you can analyze various statistics.For instance, if your crew prospects for appointments you can monitor and measure:(1) The number of phone calls each rep makes;(2) The number of appointments set; and(3) The number of call backs that need to be made from today’s activity.Of this list, obviously, number (2) is critical.Read more…Can Your Salespeople Respect Someone Who Earns A Fraction of What They Do?
Some years ago I was doing a customer service training program for a very successful financial services company in the Northwest.My contact, the VP of Marketing, told me that he had been visited by someone from a large training company that was selling a big ticket program to the sales team.I was familiar with the suitor, and I was personally interested in getting that contract, too, so I asked only one question:“Can your people respect a sales trainer who earns a fraction of what they do?Read more…Quality Activity Achieves Quality Results
Failing to focus salespeople's activity reduces efficiency and consequently reduces results, because there is not a salesperson alive that believes they have enough time in their working week to complete all the activities they want to achieve! Time is a huge constraint on their activities so that when their manager asks them for more, it is no wonder that they are overwhelmed.Poor Quality Activity:Secondly, but equally important, salespeople often are not clear about how to identify the prospects most likely to have a genuine need for their product or service.Read more…How To Develop A First Class Sales Team
Pick up a typical report and what words do you find? Verbs like analyse, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. What set of people are required?Read more…The Businessperson's Dilemma: To Wear the Rolex or Not!
You’ve heard the expression that’s says: “Everyone loves a winner!”But is it true?Specifically, if you’re a success, and a conspicuous one, as a salesperson, consultant, or businessperson, with all of the goodies to show for it, including a Porsche, London tailored suits and a Rolex, will clients be pleased or will they think your services are too costly?Read more…Magical Numbers for Increasing Sales
Many of us are aware of the marketing strategies many consumer based organisations use when getting people to buy their products at selected price structures. The most common price structure used to win over competition is the number 99 which has been proven to increase sales but have you ever considered other pricing numerals which may be just as advantageous over your competition.Numbers in pricing products are more than mere quantitative data and numbers also have psychological values which should never be underestimated when beating your competition.Read more…Engineers Hiring Sales Reps
The hiring of salespeople is often one of the most frustrating aspects of staffing a high tech enterprise.Particularly in the startup phase, senior management has often come from a technical (or at least not sales) background. They know that they need a sales force (usually!Read more…Retail Manager -- Productivity and Developing Your Team
Retail Managers have a lot of information to process in the course of one day. They must decide what to act on now and what to save for later. Most of us are still expected to sell, be a leader and a team member at the same time.Read more…
Most Recent Articles in Sales Management category
- Why are you choosing an Appointment Setting Telemarketing Company? - By: David Regler
Are you looking for a steady flow of appointments with prospects? For many companies, whether they telemarketing, appointment setting is the main goal. I count of the number of times I have spoken with a client and they tell me, "I just need to make before them..." - Moving Average Convergence Divergence (MACD) Momentum Indicator - By: Karen Stephens
If you're serious about developing your daytrading online career, you'll want to learn about the various tools and indicators you have available to you, such as the Moving Average Convergence Divergence (MACD). The MACD is a momentum indicator that is based on moving averages. It helps us determine potential buy and sell points in the trade. Developed by Gerald Appel in the late 1960s, this indicator is widely used as a part of many people's daytrading systems. - MORAL ARMOR'S Economic Warning for Americans - By: Dolly Kapil
MORAL ARMOR'S Economic Warning for Americans For years we've suffered under recession, prompting us to ask, When will it end? My answer is, "It's only the beginning." Historically, recessions are the result of high interest rates, pushed up as the result of loose money policies. Recovery comes when citizens begin to spend more wisely, save money and pay off their debts, but not this time - Know Your Marketing Territory - By: Janice Jenkins
defining your marketing territory or your target market will help your business develop - Shut Up and Sell! - By: Manbeer Singh
Predatory salespeople are everywhere -from the department stores to car sales. Time and time again we've seen these salespeople hunt like hounds trying to get their next sale, the next big commission. "Sell at all costs!" "Don't let them say no!" - Higher Prices Lead To Higher Profits - Part 1 - By: Geet Singh
I know at first glance this sounds obvious, but it may be worth it for you to think about your prices. At least just for a moment. - Developing a Business Plan = Developing a Successful Business. - By: Jagdeep Singh
A detailed business plan could mean your success in business. Consider this. How can you take your company in the right direction, developing the methods you need to succeed if you do not know what you are trying to accomplish? It would be like building a house with no plans and trying to put the roof on first. Yes, you may be successful in building the roof but your house will be missing some essential pieces. You may not miss these pieces at first, but down the line (especially when the winter comes) you are going to be wishing you built those walls too! - How an outsourced sales company can help your small businesses grow - By: David Regler
Hiring an outsourced sales company can be an ideal strategy for small businesses seeking to grow. Many companies today are growing as "virtual corporations", choosing to outsource many functions within their business including choosing to outsource sales. - What are the options for outsourcing your sales force? - By: David Regler
Outsourcing part of all of the sales process is nothing new. Resellers, sales agents and distributors are established methods of sales force outsourcing. However, with the rise of Business Process Outsourcing (BPO), a number of dedicated "Sales Force Outsourcing" vendors have become a strategic alternative to sales agents and indirect channels. - What are the key areas where sales consulting can improve your top-line performance? - By: David Regler
For companies seeking to improve top-line revenue performance, a sales consulting company can provide a fresh perspective on the issues at hand. Whilst it may be easy to "blame the sales team", sales consulting companies will tell you that it is seldom so simple. Sales performance can suffer because of many reasons, both external and internal to a company.