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All of us have bad habits that we know we shouldn’t be doing but we do them anyway. Or, more accurately, we have a list of things we should be doing but we aren’t doing them!
You know the ones I’m talking about – regular visits to the gym, a healthy diet, dealing with an awkward customer ... Views: 1145
No sales manager wants to make the torturous mistake of hiring a complete sales dud.
Although a few are bound to slip in, in order to prevent this from happening to you, there are a number of ways that you can screen out a great sales rep resume, prior to actually meeting with them face to ... Views: 732
Think of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells.
There are ... Views: 2206
Sales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle ... Views: 894
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: 1499
We all know selling in a tough economy can be challenging, but there ARE things you can do to ensure you prosper during these trying times. Here are five more tips for actions you can take to help unlock the potential of your sales activities over the next 90 days.
1. Give something of value ... Views: 773
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Media Contact: Ann E. Zaslow-Rethaber
(888) 866-7276
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Recruiter shares how salespeople can succeed in new economy
“The economy has changed and companies need to hire salespeople who can succeed in today’s marketplace,” says Ann E. Zaslow-Rethaber ... Views: 1099
As effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior.
We call em, you guessed it…”Masterful Reprimands”.
Although they are basically concept, just on opposite ends of the spectrum, there are big differences in the ... Views: 717
On this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people
As a quick review, we went through the first 4 of the 7 forces ... Views: 1765
The secret to the success of a business primarily lies in its ability to attract and retain its customers. Any good trader understands that 80% of the business originates from 20% of his/her customers. It is therefore essential for any business to develop an effective customer loyalty strategy ... Views: 819
I have been involved in “selling” for nearly a dozen years now. I have sold everything from life insurance to media services. I have had the privilege of working with hundreds of different sales reps, and meeting thousands more. They all have one thing in common – they want to make more ... Views: 1190
5 Marketing Tips To Consider For The Real DM
Do you know who really makes the final decision to purchase your products or services? It is often not the person that you are led to believe is the buyer. Many sales people are even told by the buyer that it is their decision, but like a banker, ... Views: 1113
Networking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. ... Views: 1834
One thing that a good sales training speaker will be able to teach your staff is how powerful repetition can be for a sales staff. This might be something that most sales training programs ignore, but the fact of the matter is that the more something is repeated, the more effective it becomes. ... Views: 1110
On this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques
The longer I used to talk to my salespeople, typically the more silent I would actually become.
This is not usually what sales managers do, and I ... Views: 997
One of the things that prompted us to talk about this today is that I am just continually amazed at the number of sales managers that have absolutely no clue as to what actually motivates their sales reps.
It’s really one of the most popular requests that we get at Sales Management Mastery ... Views: 1671
Great leaders in business, especially those in the sales world, have often regarded people skills as their greatest assets in motivating as well as leading.
There are lots of opportunities for sales managers to motivate even during mundane every day activities. They could be anything from, ... Views: 1319
A couple years back when I took over a sales team, I was hired as a sales manager, before I left the corporate world to train sales managers fulltime.
I was a sales manager for a few Fortune 500 and Nasdeq 100, and some smaller company’s as wekll. I did that for many years. but one of the ... Views: 1774
As sales professionals we’ve all most likely had this problem with a prospect at one time or another. They were a hot prospect sending you all the right buying signals and then all of the sudden they switched off. Now they don’t return your calls. They are unresponsive to your emails and you ... Views: 3179
Determining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to ... Views: 2501
GO FOR THE “NO” IN SALES
By: Liz Wendling
How can such a tiny, two letter word have such a huge impact on salespeople? It has been said that the word “NO” is the most destructive force in the world. It keeps people from reaching quotas, achieving goals, and pursuing the life of their ... Views: 967
There is a major difference between being a sales manager and a top-notch seller, as there is a great deal of responsibility that goes along with being a manager. For starters, a manager must provide sales force motivation for the staff, as his or her career is dependent on how hard these other ... Views: 2376
“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used.
Try restating in terms of the prospect. ... Views: 3054
If you manage a sales staff and if you are someone who is looking into how you are going to get better performance out of your sales staff, you are going to find that there are a number of things that you need to look into. Many managers realize that they can increase performance through sales ... Views: 1038
The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer. Of course, the salesperson has the ... Views: 1026
People continue to say how cold-calling is dead and how in today's environment, it no longer can be cost justified. The answer in my book is both "yes" and "no." Let me deal with the "no" first.
In the past few months, I've watched numerous salespeople shift all of their prospecting efforts ... Views: 970
Tactics For Keeping Score On Your Business.
Years ago when my son was part of the American Junior Golf Association (AJGA) tour, I tried not to miss one of those tournaments when it was anywhere near the Dallas / Fort Worth area. I even saw a few when it was out of state, like California, ... Views: 2180
Joint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak.
The problem most sales managers have when doing joint field work is ... Views: 4464
Do you dread public speaking? Do you avoid situations where you might have to stand up in front of others? You are not alone. Research once found that people feared public speaking even more than death!
If like many people, you are filled with apprehension about presenting to groups, you can ... Views: 3768
What is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an ... Views: 3041
“I’m swamped right now”
“I’m way too busy to do that”
“I’ll need to call you back, I’m way behind right now”…
Does this sound like you?
If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, ... Views: 1709
What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow?
To answer that, you must first define what exactly a prospect is. There are four common characteristics that all companies share in order to be described as a ... Views: 1854
Many times we have habits, techniques, skills, and processes that bring results, but we fail to capture them and put them in our respective repertoire to use when needed. We forget they are valuable, or just plain don't see it until it's brought to our attention. As we continue to move forward ... Views: 1680
One of the keys to increasing sales is to control and reduce the turnover of sales staff and management. It is not only very costly turnover in terms of recruitment, training and end costs, but also very counterproductive when growing sales revenue. Sales are most important for every business. ... Views: 969
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: 1597
Despite of the economic environment we are operating in, it is essential to discover a way to increase sales. Sales force Evaluation and Sales Performance Management is a crucial part of marketing, especially when dealing with a push approach towards the marketplace. In many cases, the ... Views: 1090
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: 1500
We’ve all sat through God-awful boring sales meetings right?
Not exactly a good time, as I’m sure you’d agree…
Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting?
“Positively absurd” you say!
Well, if you are one of the ... Views: 1683
Brand awareness these days has really exploded. It is possible to put your brand, logo or name onto anything. While it used to be just clothing, pens and coffee mugs that had logos on them, it now seems like there is no limit.
Novelty items are now branded and given as corporate gifts. You ... Views: 1211
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: 1585
All Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and ... Views: 1916
It’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that ... Views: 2845
The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales ... Views: 1695
On a recent sales Training courses it was asked ‘do we have to continuously prospect for new customers?’ Well the answer is a resounding yes. All successful sales people practice the same basic principles to achieve more sales, and the first step of any sale must be prospecting.
I recall a ... Views: 955
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: 1394
As the global economy has changed over the past 12 months or so, more and more people are turning to Sales training courses to help them secure more sales. Never have we seen such a change in the world, people who had money burning holes in their pockets 12 months ago no longer have the same ... Views: 929
Ever wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota?
In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who ... Views: 1825
Ever wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota?
In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who do ... Views: 1721
The most important activity when deciding to pursue a short sale deal is to determine whether or not the homeowners situation would qualify for a short sale approval. If this task is not done, you could be working on a “dog” deal that has no chance of closing, therefore wasting your precious ... Views: 2312
There have been so many news articles about homeowners walking away from the financial obligation to their mortgage. In response, there has been a lot of opinions about how these homeowners are not taking an ethical stance and avoiding their responsibilities. The result will be billions of ... Views: 1048