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US Government Sales & Marketing
What’s the difference between selling to the US Government and selling to the Commercial market?It’s like night and day.Sales and Marketing to the government is truly the flip side of commercial activities.Read more…Top Sales Pro Says: Try Thanking Your Inactive Accounts!
Defensiveness can be defined several ways.One that I like is “Reacting to nearly everything that is said or done as if it is a personal attack on you.”So, someone passes you in the hall at work and says: “Hello,” and you think: “I wonder what he MEANT by that!Read more…5 Keys to CRM Success
In the early days of marketing CRM software, gushing articles detailed its many benefits, presenting the product as a near “miracle cure” for problems with any customer facing business process. The IT landscape has more recently been littered with several large implementations that failed to deliver on their promised organizational benefits, tempering much of the early enthusiasm. Like most disruptive technologies, CRM implementations are long, costly and require extensive changes to the organization.Read more…Does Your Sales Training Program Address Your Sales Performance Issues? Part 1
Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits.But when I ask Sales executives and Sales trainers how their current sales training program is aligned with their sales performance issues I get the look of “No speak English’.Let’s first categorize ‘Sales performance issues’.Read more…Does Your Sales Training Program Address Your Sales Performance Issues? Part 2
In Part 1, we went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. We first documented the main sales performance issues. There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out.Read more…Top Sales Consultant Asks: Is It Time To Evaluate Your Compensation Plan?
I was discussing the compensation plan of a reasonably new company with its national sales director the other day, and for a very intelligent guy he sure sounded dumb.“We pay 10%” commission,” he asserted, though my math indicated it was 7.5%.Read more…The "Employment Tests" Myth
In a comprehensive article on hiring myths, Ira S. Wolfe, the President of Poised For The Future Company, quotes The U.S.Read more…The "Sales Goals Motivate" Myth
It is impossible to motivate anyone but yourself. All a sales manager can do to motivate those members of the sales team, is to set a climate where staff members motivate themselves. However, some managers sincerely believe that formal goal setting sets a climate for self motivation.Read more…Sales Recruit Failures Cost $000,000s
It's not poor skills or laziness but when management is fighting fires, a sales staff is on its own and the numbers start falling.Even with the high cost of hiring, training and letting go of a majority of sales staff recruits, keeping weak performers would be a mistake. But just how many qualified new recruits are being lost?Read more…The 8020 Rule Fallacy In Sales
The 80/20 rule in sales is not a myth. Believing that it is inevitable and that all sales organizations or service industry professionals must live with 80 percent of their sales team members selling only 20 percent of the products or services is the fallacy!The articles in my series of submissions to Ezine Articles were basically written to help sales managers, representatives and service industry professionals to eliminate the literally hundreds of sales and sales management myths that lead to an 80/20 configuration of their sales force in the first place.Read more…Is Using Past Success As A Factor In Hiring A Mistake?
A sales candidate’s resume will tell you about the sales experience of an applicant and other work related information that might impact performance in the sales position you have open. If the candidate’s smart, the resume will also highlight past successes in glowing terms. However, just because it is written in the resume, doesn’t mean what is written there is true or that the candidate can repeat the successes that are listed or attain the performance levels again for you.Read more…Red Flags Of Sales Recruiting: No Need To Take Action (Don't Hire Them In The First Place!)
If you’ve seen the movie adaptation of David Mamet’s stage play “Glengarry Glen Ross”, no doubt you’re familiar with Alec Baldwin’s infamous scene in which he delivers one of the most memorable motivational sales speeches of all time. If you’ve worked in sales at any time during the last 14 years since the movie was released, chances are either yourself or someone you know can recite chunks of Baldwin’s speech, or at least some of the key takeaway phrases (“coffee is for closers!”).Read more…Gain Willing Cooperation
Reward Power refers to the ability to deliver rewards or benefits to influence others. These can be financial, material, or psychological rewards. Reward Power is the fastest way to persuade.Read more…Influential Authority
Power is situational. In what situations do you have the most power? When do you have the least?Read more…Positional Authority
Those who have authority based on the position they hold in the community have Positional Authority. This includes your boss, the U.S.Read more…Traversing That Bridge Between Sales And Management
When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.The salesperson’s primary working relationships are with customers. However the sales manager’s is with the sales force i.Read more…Why Do So Many Potentially Good Sales Managers Fail?
Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude concentrate on making sales rather than investing in themselves in order to become Top 5 % players and eventually most become disillusioned, resulting in a significant dip in achievements levels.The knock-on effect of this is that good Level 2 salespeople who move into management, take with them an underdeveloped view of selling – a Level 2 orientation and as consequence they help to create or maintain an unrealistic and short sighted vision of what will be needed to develop their teams.Read more…Ten Qualities of a Winning Sales Manager
Don't make the same mistake many dealers make by automatically promoting your company's best salesperson to sales manager, unless he or she possesses the qualities necessary to manage, not just those qualities necessary to sell. The jobs are quite different.There are ten basic qualities that all good sales managers possess.Read more…Salary Or Commission - Which Is Better?
Years ago, I had a conversation with a friend who was thinking of getting a job in sales. He asked me which I thought was better, Salary or Commission. This was my answer.Read more…Myths of Sales Management: The Entrepreneurial Salesperson
I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, free to develop the customers they chose with the products they wanted.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.