We are currently looking for an Official SelfGrowth.com Guide to "Sales Management Training". If you have expertise in Sales Management Training and your own website and/or product for this topic, please review this form for complete details. The Official Guide Position is part of our Premium Placement Package
If you are a great communicator, love dealing with different kinds of people, persistent, dedicated, good motivator and have good public relations skills, then you can thrive as a salesperson, sales manager, account manager, account executive, broker, agent, marketing manager or sales and ... Views: 1721
The sales professionals of all ages prefer to go outside to talk with potential customers who sit in a long seminar on sales coaching technique. Managers and executives place a high premium on results but corporations want sales people to have the information required to use intuition in a ... Views: 1717
We got an email from a client asking us about the price they were charging for a seminar they have been giving for years… their costs have been raising, the profit margin is shrinking… how do they determine if they should raise the price?
This is not a "time for money" question, it is a "value ... Views: 1716
First things first. As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment.
Say this in a group setting at first (at your first sales meeting to establish ... Views: 1705
Sales Management II – What Managers Should Do for Off the Charts Selling
“A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works
The “Do”
“Do” means implementing the skills, techniques, ... Views: 1704
Warren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule No. 1: Never lose money. Rule No. 2: Never forget rule No. 1.”
Money is definitely an important part of the language of deal making. Do you speak in the terms of a big deal? Most sales people don’t ... Views: 1698
The main reason companies and sales people lose orders is the sales person delivered the wrong message. It isn’t about price, or competition having something you don’t have. S/He hears his or her vision of what’s needed will be fulfilled by someone other than you.
Bottom line and never ... Views: 1697
Social media presents one of the best opportunities to speak directly with existing and potential customers.
It’s easier than traditional PR, and dramatically cheaper than mass-media advertising.
But there’s still millions of websites, so there’s a lot of noise you have to break ... Views: 1692
Dear High Achiever:
DO YOU HAVE THE DNA? Do you have the right stuff to be a sales superstar?
Over the past ten years I’ve made a habit of showing up a couple hours early to my corporate and tradeshow talks so I can hear other people speak. Being a life-long student of learning, I love the ... Views: 1692
“A Sales manager’s job is to move sales people to do what works.” This is Part III of the key elements – “Move” (I), “Do” (II), and “What Works” (III)
A very wise sales guru once told me, “If a sales person is unruly, not conforming to policy, etc., but really selling well, keep him (or her) ... Views: 1689
Whether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before ... Views: 1688
Protect yourself and your sales team from this sales prospecting technique that is used to trick you into giving away the details of your best sales prospects and customers. It’s devious, underhand, and a scam that can catch out even the most experienced of sales people. In fact the more ... Views: 1684
Tobacco and smoking has a long and checkered history dating. Pictorial records of smoking date back to the 11th century. Below is a synopsis of the history of smoking. cigarettes, cigars and tobacco. Rates of cigarette smoking vary widely, and have changed considerably over the course of ... Views: 1684
Annuity brokerage is a difficult area of sales. For insurance agents accustomed to selling policies, the annuities game could be a rude awakening. Despite the allure of bigger commissions and better rewards, annuities are not an easy path to doing more business. However, they can provide an ... Views: 1683
One of the greatest gifts my sales mentor ever gave me was the belief in myself that I could be successful. I can still hear John’s Scottish accent ringing in my ear saying, “Once you have done it once, no one can tell you that you can’t do it again!” As he coached our sales team to greater ... Views: 1672
"Sales-y." Just the sound of the word is irritating. Yet if you don't get out and meet people to share what your business is all about, how will you generate customers and keep doing what you love? It all starts with YOUR beliefs and perspective. Are you selling or serving?
What comes to mind ... Views: 1654
Selling is stressful, and can be downright discouraging
I bet when you started your company you dreamed of freedom, being your own boss and big bountiful earnings. And my guess is you didn’t spend much time wondering how to get clients and polish up your sales skills! So often, my clients ... Views: 1641
Getting facilitated and appreciated is something that everyone longs for and if it comes with a trophy, it’s like icing on the cake. It makes one feel so grand and special. Trophies & medals are something which fills you with immense pride and honor and is your morale booster when you are low ... Views: 1638
Sales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works.
Move
In the book Drive by Daniel ... Views: 1630
“The man who makes an appearance in the business world, the man who creates a personal interest, is the man who gets ahead. Be liked and you will never want.”
- Willy Loman in Death of a Salesman.
Sure, not everything worked out for Willy the way he might have wanted it to. He needed a lot ... Views: 1625
Sales channel management and also channel partner management - these terms are continually being thrown around right now. This article clarifies these principles having an in-depth review of enterprise distribution and also the basics of channels.
What is a Channel?
To realize a channel ... Views: 1625
Being a manager has its ups and downs. Its ups are that you have certain privileges that others don't, more respect due to your position and hopefully, you are making more money than you were before you got your promotion. The downs are: longer hours, more stress, more responsibilities, heavier ... Views: 1623
As we have discussed in our two previous shows on the Seven Forces of Sales Motivation, we talked to you about how each of your salespeople have a different force that motivates them. And we talked specifically about the 7 major forces of motivation for each of your sales reps.
Where your ... Views: 1616
I want to talk about how to deal with one of the most frustrating and demotivating things that happen to people- the slump.
We all face them at one point or another, and how you handle yourself through a slump or “losing streak” determines how quickly you get out of it. As Dr. Suess says, ... Views: 1611
The benefits of hosting teleseminars are numerous. Value added for your market, multiple streams of revenue, increased visibility and increased market reach to name just a few of the many. In this article we will address a great way to generate revenue on the backend. What this means is after ... Views: 1609
Managing account activity of your sales reps is crucial especially if targets are missed on a regular basis. However sales managers must delve deep beyond mere account activity. They should determine how the particular account activity has progressed over time. The managers must find out how the ... Views: 1606
Training can help companies to improve retention of employees in your sales department and this can provide tremendous financial advantages. The reason that the advantages can be so large is that the quality and tenure of the sales organization will have a direct impact on front line revenue. By ... Views: 1605
Have you ever wondered why you can be completely energized one day and completely drained on another day?
There are certain activities in your environment that will energize you and certain other activities that will drain you. The reason you’re energized (or not) is tied directly to your ... Views: 1601
Oxytocin is a chemical that is produced naturally in every human's brain. Its production is triggered by a range of stimuli, including sex and breastfeeding and it is known to be important in the formation of social ties, such as who we choose to mate with and bonding with our children. In fact, ... Views: 1594
Tips to Profitably Restructure Your Sales Team
The economic downturn is a reality; but with a focused sales approach, you have a unique opportunity to gain market share and remain profitable. These turbulent economic and market conditions are creating an ideal environment for business leaders ... Views: 1589
Have you ever wondered what to do with unwanted CDs, DVDs and their cases? Did you notice that CD/DVD's are actually fictional from recyclable materials? Disc back is a system of recycling unwanted discs. CD Recycling, is the motion of re-using a given product or effective a new product from a ... Views: 1584
We may be fans of these famous musical bands, but do we actually know the story behind their brand marks?
Fans happily get their arms tattooed with their images, but do they know what these designs signify and why they were created the way they were?
Let’s take a walk down history and find ... Views: 1572
On this episode of Sales Management Mastery, on our continuing series of motivating and leading your sales team in a recession, we’ll tell you 5 proven sales rewards programs that work to motivate your sales team especially that one sales person that is motivated by rewards and prizes.
A few ... Views: 1570
There's no better way to improve the quality of information you receive from a potential customer than by asking short questions. We all can recall far too many times when we've sat across the table from a customer we're trying to help – and we know we can help, if they would just provide us ... Views: 1564
When sales managers think about keeping their sales teams motivated, they often make a critical mistake. Most of them immediately think of money, and most assume that the entire team will be motivated by the same things.
In truth, this attitude is a mistake. While some individuals are driven ... Views: 1562
In almost every sales training seminar or book on selling ever written, there is inevitably a chapter on “overcoming objections.” They will tell you that these are buying signals or a marker that tells you the customer is really requesting more information. I’m here to tell you that is a ... Views: 1553
Today is my 53rd Birthday. I take this occasion to share 33 Secrets of Selling that I have learnt over the last 33 years of hands-on experience in sales management training as its most ardent student in this world.
Game changers in my Sales Career
“Sales” is a profession. You cannot do ... Views: 1552
In present day business parlance channel management marketing is a highly effective technique to improve sales as well as business. Manufacturers utilizing the idea of channel management take help of channel partners which basically are merchants or else marketers to get their goods get to the ... Views: 1548
Have you ever been kicked when you were down? Perhaps lost everything you had? Or something as simple as something didn’t go your way?
Did you bounce back? Or Did you break and fall into victim mode spiraling into depression and anger?
We have all been there that is why today we are going ... Views: 1548
Kindle Fire is easy to use but if you are new to using kindle then you ought to follow this procedure only one time after you will completed your steps you shall find how easy kindle fire handle. Initially you’ve to follow steps just connect kindle Fire wirelessly -> register your kindle -> set ... Views: 1545
Today is my 53rd Birthday. I take this occasion to share 33 Secrets of Selling that I have learnt over the last 33 years of hands-on experience in sales management training as its most ardent student in this world.
Game changers in my Sales Career
“Sales” is a profession. You cannot do ... Views: 1542
Whether you’re a CEO or a full-time entrepreneur of a small business, you’ve got a story to tell. A new product. A powerful invention. A transformation. But how can you get other people to listen?
It’s tough to win attention, isn’t it? Most professionals agree that changing the way people ... Views: 1537
No longer does the success of a film depend on handing it off to a distribution company. The demanding world of film industry requires you, as the main mastermind, to take the bull by the horns. It’s only you who can manage your film as a business project the best. So stop waiting, and start ... Views: 1534
One miscalculation that many business owners make involves the ease with which they will attract customers. This is called "field of dreams marketing".
The mindset is that developing strong marketing tactics to bring in new clients is the best path to growth and expansion. By growing ... Views: 1531
Not feeling too creative? But need a killer whiteboard sales story—for tomorrow’s client meeting? Find out how to ace your presentation with 4 rapid creativity tips.
In business presenting and selling, it’s tough to keep your creative edge. Let’s face it. There’s not enough time in the day, ... Views: 1517
When it comes to the field of design of experiments methodology, Genichi Taguchi, a Japanese engineer and author is one of the best known names around. Having published his first book on experimental design in 1958, Taguchi’s methods of fractional factorial design have forever earned him a place ... Views: 1517
To increase sales performance, sales managers must highlight essential areas of goal development for the sales reps to improve in. Even if the reps are lacking in many professional selling areas, it's best to identify and focus on one area for specific measurable improvement at a time. Next the ... Views: 1516
Recent developments in concrete have made it one of the most versatile, beautifying and durable construction materials. Concrete is no longer a dull gray slab used for floors in warehouses and garages. Modern techniques of staining and polishing concrete can make walls, pillars and walkways ... Views: 1515