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Information
How To Become An Inspiring Sales Leader
An inspired and motivated workforce is essential for any business that hopes to stay ahead of the competition. But just how do you motivate people? What kind of leadership do people respond to?Read more…A Fresh Approach To Managing Your Most Important Accounts
Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a major account strategy works well it is extremely satisfying.Major Account Management is a broad subject and this series of articles is designed to help make the management of major accounts;EasierMore EnjoyableMore EffectiveStarting Point:There are many definitions of major account management but my favourite and one I have used throughout my work, is from The Financial Times:“The art of developing long-term relationships with selected customers”It is simple, clear and it shows us what is important.Read more…Are You Setting Your Team Up for Failure?
Still dripping with the fresh idealistic views of a young professional, our hero proudly takes the stage. All eyes watch as he enters his first job and steps into the world of the sales profession.Those with sales experience quietly stand by and think to themselves, “Be strong, young man.Read more…Influential Optimism
Optimism is more than a positive mental attitude. It is not constantly saying positive things to yourself and hoping they will come true. Rather, true optimism is a frame of reference that governs how you look at the world.Read more…Influential Presence
Presence is the ability to empower and influence others into believing in you, trusting in you and jumping on the bandwagon. You give them the energy they need to bring to pass the results you want. You help them see themselves in the future carrying out your vision.Read more…Live Sales Coaching
“Live” coaching is coaching that you do based on your observations of your people. Certainly it is critical to look at the metrics of how salespeople are performing against objectives to guide your coaching. Equally and maybe more important is to sit down and work with your salespeople to find out firsthand what they are doing, what they know, and where they need support so they can achieve the metrics.Read more…In Sales - What Differentiates Top 5% Players?
Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e.Read more…To Have Growth In Profits You Must Have Growth In People
Unfortunately, the task of selling never becomes any easier and as competition continues to intensify, sales people will face issues that can be extremely difficult to deal with i.e. decreased product uniqueness, increased competition within ‘safe’ markets, longer sales cycles and shorter product life spans.Read more…Developing Your Team - What Are Your Options?
In to-day’s highly competitive selling environment, there is less room for apprenticeship, as organisations need to see a swift return on their investment.Therefore, Sales Directors need to allow sufficient time to enable their investment in training and development to “pay off”. Introducing ongoing reinforcement programmes will help accelerate the benefits gained from the training and development investment.Read more…Stop Sabotaging Employee Performance
Many managers and executives sabotage employee performance systematically and regularly.Why would they consciously or unconsciously sabotage organization success with this destructive management style? Change can be either a curse or a blessing.Read more…Reputation Expectations
When people are aware of the good opinions others have about them, they want to live up to those opinions. This tendency is why we act out the roles that are assigned to us. If we receive praise, we want to be worthy of that praise.Read more…Time Expectations
In our modern world, we are bound by time. This being the case, we have certain expectations about how long it will take us to accomplish our various tasks. Time often becomes distorted through our perceptions and expectations.Read more…Underlying Keys to Motivation
Motivation starts with vision. In other words, people need to believe that they will succeed in what you are motivating them to do. No one likes to lose.Read more…Vision Precedes Victory
Vision that is shared is cohesive and bonding. A common vision pulls people together toward the same goals and objectives. Influential people have clearly defined visions that are forward-looking and filled with great excitement and anticipation.Read more…A New Type Of Sales Approach For A New Type Of Customer
The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing and direct mail have made the sales call a choice not an inevitability.Read more…Strategic Selling Begins In The Boardroom
In most industries to-day, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO’s or managing directors of those top companies, which logically means that there are maybe 500 customers for a million sellers. With such intense competition, conventional approaches are not equal to the challenge.Read more…Sales Management -- From a Patch of Dirt to Territory Fluency
When I carried a bag, sales territories were defined geographically. Of course, that was in the old days. My daughter calls it the days of Black & White Television.Read more…Sales Management - Do The Inmates Run The Asylum
Handling sales people that can put up the numbers but break every rule in the book, someone that can’t get along with their peers and someone that drives inside sales people crazy can be very challenging for a sales manager. This will create a situation that ultimately will affect overall company performance regardless of this sales person’s individual success. This is especially true if this sales person holds the sales manager hostage knowing his numbers help keep corporate off the sales managers back.Read more…Sales Management -Creating an Effective Sales-Management Program
To be truly effective and follow best practice involves focus, process, discipline and accountability. The sales team at most companies consist of all the individuals involved in the sales/marketing channel that serves the end user. Ideally, it should be a coordinated network, with strong alignment of individual activities with focus on objectives, process for continuous improvement, discipline toward utilizing best practice throughout the sales process and accountability for performance at all levels.Read more…Sales Management ---- Follow the Bread Crumbs
Does sales management seem to be lost in the wilderness at your company? Did your sales manager used to be your top rated sales person that you promoted based on sales performance? Did your sales manager ever receive any formal sales management training?Read more…
Most Recent Articles in Sales Management category
- Conversion Assessment - helps companies improve conversion rates - By: Naman Jain
Every online company spends money advertising their products and services. To have better return on investment (ROI), it is essential that their conversion rates increase. Conversion assessment services providers can help them effect more sales. - 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.