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Information
Don't Get The Holiday Blues
Many salespeople believe that between Thanksgiving and January 2nd people stop buying and become preoccupied with celebrating and eating. Quite the contrary! People are more in a buying spirit than at any other time of the year.Read more…Are You Receiving Enough Customer Complaints?
It is said that 91% of people don’t complain. They prefer to obtain their revenge by not buying from a business that has given them an inferior product or a poor service.They have a passive power and they know it!Read more…Some Thoughts On Dealing With Absenteeism Effectively
As the biggest investment a business is likely to make is staff, any time lost to sickness can be costly. This cost must be measured not only in terms of lost production and sick pay, but also in terms of employee morale. Whenever an employee is off sick, there is a knock-on effect on those colleagues who have to cover.Read more…What Is Successful Sales Leadership Really About?
Leadership has been defined as “the ability to inspire willing action”. Emphasis is placed on the willing. But to understand leadership, we need to delve a little deeper than that.Read more…Ten Suggestions For Making Your Sales Meetings More Dynamic
Sales meetings offer regular opportunities to benchmark performance against plan, provide additional skills development, update the team on new product development and "pump them up" to go out and exceed next week's/month's/quarter's targets. However, the responsibility for the success of the meeting, lies entirely with the manager. Here then are ten suggestions for more dynamic sessions.Read more…Don't Hire Salespeople Who Are Price Buyers Themselves
Some salespeople actually agree with customers when they complain that the prices their company is quoting are too high. After all, when these salespeople are out in the marketplace making purchases themselves, they usually look for a bargain, too. They are actually price buyers themselves.Read more…Do a Huge Favor for Your Employees
Could the person in this story be one of your salespeople?A 39-year-old salesperson recently told me that he earned a six-figure income last year. He said that he had never dreamed that he would earn that kind of money in a single year.Read more…When There is Not Enough Staff For a Trade Show Booth
It happens on occasion that you don’t have enough staff, or the right staff, for a trade show. Often this occurs to small and/or new companies, when two shows overlap or there are staff conflicts – sales meetings vs trade shows. What to do?Read more…PRM 101 - The Basics of Partner Relationship Management
What is PRM? PRM, or Partner Relationship Management, can be defined as a business strategy, internet system, or software program aimed at improving communications between businesses and their channel partners. It allows partners to access leads more efficiently, collaborate on deals, improve their ability to do business, and build solid partner relationships.Read more…Top Ten Reasons Your Company Should Consider Mobile CRM
Mobile CRM is on the rise in the world of CRM and demand is growing as companies and employees are demanding access to crucial information in real time. Allowing for a more versatile, mobile workforce and faster access to information, mobile CRM is here to stay. Here are the top ten reasons your company should consider implementing a mobile CRM system.Read more…Understanding The Different Influencing Styles
The way in which you behave as a manager and the approach you take will have a marked effect on your ultimate success or failure.Having a range of approaches and styles of behaviour gives you more flexibility. It increases your options – and your chances of success.Read more…Take Time to Manage Your Time
Time management is difficult. You are busy. You have lots to do.Read more…Mobile CRM 101 - The Basics
Mobile CRM is emerging into the mainstream as an excellent method of relaying information between marketing and sales personnel. Busy sales and marketing professionals on the road can now communicate quickly and effectively through mobile CRM. Mobile CRM refers to the use of a mobile device to conduct any CRM related activities, including mobile phones, PDAs, and laptop computers.Read more…Staying Focused On Development Is The Key To Being A Successful Sales Manager
Are you a production oriented sales manager or a development oriented sales manager?Production oriented sales managers tend to concentrate on doing whatever it takes to hit the numbers. Driven by sales goals and benchmarks, they often get the results at the expense of developing their salespeople.Read more…Video Shop for Sales Success
A national home builder needed to be sure his model home sales reps were taking prospects out into the community to show inventory homes and site lots. Some reps preferred to stay in the air conditioned model office, and merely give prospective home buyers a map or point them in the general direction - losing the opportunity to turn prospects into buyers.The sales manager had a list of sales steps the reps should follow, so the reps knew what was expected of them.Read more…Successful Sales Managers Are Great Influencers
Question: What is the number one need for success in business today?Answer: To persuade others of your value and the value of your ideas.So What Is Influencing?Read more…Is Your Organisation Committed To Succeed?
“It is not the strongest of the species that survive, not the most intelligent, but the ones most responsive to change" - Charles DarwinWhatever got you where you are today will not be sufficient to keep you there. A rapidly changing environment is the regular background against which organisations must develop.Change is continuous and will become more rapid as we move forward over time.Read more…Sales Meetings that Work
Let's assume you want to let everyone know that you will be having a "RED TAG" promotion. You can do it the wrong way by assembling the troops and announcing the date. You can even make the mistake easier, just send out a memo or office e-mail and tell everyone.Read more…Sales Leadership Fundamentals
“Leadership is Sacrifice. It is Self-Denial. It is in fearlessness.Read more…Sales Manager is Your Title - Not Your Job Description
Sales manager is your JOB TITLE. It isn't your JOB DESCRIPTION. Effective management requires both great leadership skills and sales ability.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.