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Information
How to Create A Vision For Sales Success
Imagine you’re on a crowded company bus. It is a dark rainy night so you can’t see outside. The bus is on a winding mountain pass.Read more…Building Your Sales Team for greater Success!
As a small business owner it may be hard to find and attract the right employees. Many variables may change, the labour market, the level of experience in the marketplace or finding the right specialty skills. So how can you have the right mix of people for greater success?Read more…It's The Sales Process That Sells, Not the Salesperson
If your sales team doesn’t follow a sales process, you’re losing sales. When sales management focuses on the process of sales and monitors the path salespeople take for each sale, they increase the success rate. Salespeople can get lost in the hectic world of sales reports and activities.Read more…Why You Want to Torment Prospects and Customers?
Is your sales team good at sales tormenting? Before you answer this question, let’s define what the objective of sales tormenting might be. When I think of tormenting, what comes to mind is a series of small actions that when added up, break down the opposition so they award us what we want.Read more…Why Experience Doesn't Guarantee Success in Sales
There are reasons some sales people with lots of sales experience never make it to the high ranks for sales success? Have you hired someone who seemed like they would be perfect for sales because of an out going personality and good looks? Yet, when these individuals are put into sales, they just don’t make it.Read more…How to Double Your Sales Appointments in Half the Time - Part 3
In Part 2 we discussed how to determine if a sales action is a critical sales performance competency, and we determined the following:• It is an Action that is tied directly to the end result (Good or Bad)• It can be individually isolated and trained to for Improvement• It can be objectively ‘Benchmarked’ and MeasuredNext, we identified that the act of communicating one-on-one to a ‘Targeted’ prospect with the objective of setting an appointment as a KEY Core Sales Competency, because nothing happens until you get in front of someone. And the measurement of that competency was determined to be your ‘Conversation-to-Appointment’ ratio which nationally averages out to somewhere between 4%-18%.And if we choose to build a ‘Prospecting System’ to support a sales performance training objective to improve that ratio it would enable us to set more targeted ‘Top-down’ appointments in less time.Read more…How to Double Your Sales Appointments in Half the Time - Part 4
In Part 3, How To Double your Sales Appointments in Half the Time, we reviewed and remedied the first 3 sales prospecting errors that start us down the ‘Slippery Slope’ to low Sales prospecting conversation ratios.So let’s continue to address the final 3 sales prospecting errors, discuss some proven solutions that will head us toward our worthy goal of spending Less time to achieve more targeted ‘Top-down’ sales appointments.Sales Prospecting Error #4We fail to develop an effective Call to Action; strategic words and phrases that create a positive 'visual' reference to the Prospect of what happens during the initial appointment and how long it takes.Read more…Automate Sales and Start a Revolution
Sales Management can learn by example from Henry Ford. Almost a hundred years ago Henry Ford revolutionized an industry. This allowed the Ford Motor Company to gain market share that remains strong today.Read more…How to Avoid a Cloned Sales Force
When I accept a consulting assignment, I insist on administering psychological tests to each of the managers and salespeople in the organization before I arrive on site.I am no stranger to psychological testing. I majored in clinical psychology in college, worked in a clinical environment in my first job following graduation and brought testing with me when I joined the business world.Read more…The Forward Thinking Sales Manager Begins with the End in Mind
If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking them one at a time, moving forward each step toward the sales close.Read more…How to Develop a Master-Planned Sales Plan
Perhaps you have driven past the road signs for new developments proclaiming they are "Master-Planned". Maybe, you live in one. Master-Planned Communities usually incorporate extensive recreational amenities like lakes, golf courses, and expansive parks with bike paths, and jogging trails.Read more…How to Double Your Sales Appointments in Half the Time; Part 2
In Part 1, we summarized that you may have the best service in the world and the best widget in its category. But if you can't physically get in front of your targeted business prospects on a routine basis you won’t meet your revenue objectives.And we discussed these (3) realities:• If you double your new appointments you will double your revenue...Read more…How to Double your Sales Appointments in Half the Time; Part 1
Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue…there are only three ways to do it:1. Increase the number of new sales2.Read more…How We Increased Our Sales by 770% in 12 Months
It may be great to travel around and make sales calls but many sales people work from an office. They rely on clients that come to them rather than them going out and getting clients. If you are in a busy area and there is an overflow of clients you are lucky.Read more…10 Tips to Increase Your Referral Ratio
Tip # 1 Discipline Yourself to a Routine of ‘Asking’Here’s something profound. The reason most of us do not get referrals on a routine basis is because we do not ask for them on a routine basis. Well, it’s almost that simple.Read more…The Use of Attraction Will Empower Your Sales Team
We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. We have probably all met someone whom we instantly did not like and did not want to be around.Read more…Sales Forecasting: A Few Tips To Make It Easier
If we could forecast the future accurately, most of us would spend our lives at a racetrack or casino rather than at work. But forecasting the future is something we all have to do as business owners – either to set internal goals, to obtain additional financing and for other reasons. Forecasting is, however, one of the most difficult and frustrating things that we have to do and few things cause as much anguish and soul searching as sales forecasts.Read more…Employee Management: How Do You Want To Be Treated?
"A leader is best when people barely know that they exist, Not so good when people obey and acclaim them, Worse when they despise them.When a leader fails to honour people, People fail to honour them.But, of a good leader who talks little and listens well, When their work is done and goals are fulfilled, People will all say, we did it ourselves"Loa – Tzy.Read more…Why Consider 'Sales Prospecting' as a Sales Management Training Course
The last thing a sales manager wants to do is to go through a certification course in ‘Sales Prospecting’. They’ve been there and they’ve done that, or they’d not have been promoted to a sales manager level. After all, that’s up to the sales rep.Read more…Sales Performance Management
Sales management is an integral sub-system of marketing management. It translates the marketing plan into marketing performance. Sales management is hence described as the muscle behind marketing management.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.