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Networking – a dirty word? Think again… - By Eugene WhelanDriving yourself to perform: If not you, then who? - By Eugene WhelanWe’re getting ENGAGED… But does it always lead to Happy Ever After? - By Eugene Whelan- Sales Big Picture - Top Salespeople Sell Attractively on Purpose - by Submitted on Jul 23, 2008 from Patricia WeberSome salespeople focus intently on just getting the sale. After all, in the end a prospect’s decision to buy from you is the goal! What happens when you focus on “getting the sale” to the extent of being blind that there are other pieces to the process? Sometimes you lose focus of what selling ...
Views: 1213 - Sales Big Picture - Top Salespeople Combine The Art And The Skill - by Submitted on Jul 23, 2008 from Patricia WeberWhen a salesperson steps back to take in the big picture of selling, often their main focus is to get a prospect or ask for a referral. These are pieces to puzzle of sales attraction. But this is only one strategy in the process. There are at least three strategic pieces: sales attraction, ...
Views: 1144 - Sales Big Picture - Top Salespeople Know Their Personal Best Time And How to Energize - by Submitted on Jul 23, 2008 from Patricia WeberThe salesperson’s strategy for sales results goes beyond a passion to “get the sale.” The heart of effective and easier selling is filled with a desire to be of help to the customer. The sales attraction strategy hinges on dissipating and minimizing limiting beliefs. Once those are out of the ...
Views: 1033 - Sales Channel Management - Harder Than Direct Selling - by Submitted on Sep 04, 2013 from Walt RobertsonManufacturing something is a bigger thing but providing it to the consumer is no small deal. Organizations hold lots of brainstorming sessions to recognize perfect way to deliver their item amongst the customers. The word frequently utilized by the marketers for this situation is channel ...
Views: 1230 - Sales Force Compensation: Tailoring is Key - by Submitted on Jun 12, 2009 from Ken ThoresonSales force compensation options are plentiful—commission based on sales, blend of stock options, incentives and special bonus plans. Successful plans are always aligned to fit the overall goals of the company. Threads The list of variables to consider in a compensation plan include: new ...
Views: 2421 - Sales Goals in a Tough Economy - by Submitted on Mar 20, 2009 from Mark HunterMaking your sales goals in a good year is one thing, but attaining them in a difficult year is an entirely different challenge. Putting aside the common cliché that when times are tough, great salespeople are made, the reality is that making your goals puts more money in your pocket. Therefore, ...
Views: 1027 - Sales Management and Motivation - by Submitted on Feb 09, 2009 from Greg BlysniukSolving the “How do I motivate my salespeople?” riddle is the central theme of sales compensation for many in sales management. The tactics used typically default to a “carrots and sticks” approach, or one that relies on extrinsic motivation. In this classic command-and-control environment, ...
Views: 3469 - Sales Management I / III – A Better Way to Motivate Sales People - by Submitted on Jun 03, 2014 from Sam ManferSales 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: 1828 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales 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: 1655 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales 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: 1870 - Sales Management III - What Works - by Submitted on Oct 28, 2014 from Sam Manfer“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: 1875 - Sales Management | 5 Proven Methods To Screen Out A Bad Sales Hire - by Submitted on Oct 19, 2010 from Ralph BurnsNo 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: 960 - Sales Management | How To Be A Flexible Sales Leader - by Submitted on Oct 07, 2010 from Ralph BurnsSales 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: 1169 - Sales Manager: Job Title Or Specialized Skill - by Submitted on Nov 04, 2008 from Lee SalzMany business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role. One of the most critical decisions a company will make is the hiring of the right sales manager. However, many ...
Views: 1291 - Sales Mastery Lessons From a Horse - by Submitted on Jan 24, 2009 from Steve TaubmanThe year was 1901. Europe was mesmerized by the appearance of a horse whose owner, Wilhelm Von Osten, claimed that it could add, subtract, multiply, and divide, as well as answering several other questions by tapping its hoof or gesturing with its head. Exhaustive research proved that their was ...
Views: 1369 - Sales Secrets from Baja California - by Submitted on Mar 04, 2012 from Jeff BealsTo unearth the age-old secrets of sales and marketing, I journeyed 2,600 miles to Cabo San Lucas on the extreme southern tip of Baja California Sur. Actually, it was just a vacation. But during what was a carefree trip spent mostly on the beach and in margarita bars, I inadvertently ...
Views: 886 - Sales Strategies for a Tough Economy - by Submitted on Feb 18, 2009 from Kelley RobertsonTimes are tough. Companies are cutting back, people are tightening their belts, and many decision-makers are holding off on major purchases. However, your company has not reduced your sales quotas. Selling in a difficult economy requires a different approach than during a robust one. Let’s look ...
Views: 967 - Sales Strategies for Strategic Selling - by Submitted on Feb 24, 2009 from Drew Stevens PhDAthletes practice, students practice, musicians practice, business professionals should practice, strategic selling professionals must practice. If you tire of working so hard and not achieving, perhaps now is the time to treat your profession like an athlete does. Start thinking like an athlete ...
Views: 1437 - Sales Strategies That Can Actually Help - by Submitted on Apr 21, 2012 from Celinajames SearsRegardless of what your business happens to be or how many employees you have, it is dependent upon sales in order to be successful. Of course, there are going to be differences in the way that you get those sales as well as the methods that you use for your sales strategies. There are some, ...
Views: 867 - Sales techniques to make people buy - by Submitted on Aug 07, 2012 from Elia WinsonWith the changing business scenario and customer mindsets, more and more companies are into devising new sales techniques in order to gain more sales and beat competition as well. Many of you would feel that the age-old techniques are robust enough to handle any kind of scenario. But the fact is ...
Views: 1435 - Sales Trainer - Five Ways to Attract Superstar Employees - by Submitted on Mar 14, 2011 from Nancy DrewThis month our blog topics have focused on team development and how to turn your employees into superstars! In today’s blog, I will share five ways to attract great candidates. 1. Always keep an eye out for possible employees and try not to hire when you’re desperate to find someone, anyone. ...
Views: 1371 - Sales Trainer - Three Simple Ways to Instantly Inspire Your Business Brain - by Submitted on Apr 23, 2011 from Nancy DrewAre your well-intentioned plans from January a distant memory? Has your excitement dwindled to the point of feeling like drill? Are your work hours increasing while motivation is simply a word that one of your all-too-perky and over-caffeinated work colleague’s could do with less of? If so, then ...
Views: 1088 - Sales Training - Finding Mother Inspiration - by Submitted on Sep 23, 2011 from Henry OkwoInspiration is the brother of motivation, if not at least close cousins. Some would even argue that inspiration trumps motivation. One could simply say that inspiration provides the high octane gas that can fuel your motivational drive. In some circles, inspiration implies a higher calling, ...
Views: 1245 - Sales Training - Goal Development, Isolate and Attack - by Submitted on Aug 31, 2012 from Henry OkwoTo 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: 1664 - Sales Training - In Search of Sales Inspiration - by Submitted on Aug 31, 2012 from Henry OkwoBusiness owners and sales management can take steps to inspire their staff to new heights. They should be transparent in communicating the actual business results of the organization. Incentive programs can be introduced to all employees and not just the sales team to foster better overall ...
Views: 1626 - Sales Training - Measure the Internal Drive - by Submitted on Sep 23, 2011 from Henry OkwoWe have all watched a sports game and noticed an athlete that may not be as naturally gifted as others, but he had a burning desire and drive to succeed. You noticed that they never gave up on any plays and contested at every possible opportunity. The internal drive to succeed is crucial is ...
Views: 1347 - Sales Training - Measuring Performance Development - by Submitted on Nov 07, 2011 from Henry OkwoMost organizations employ some kind of sales coaching program; however many don't yield measurable results. The top performers continue to make up most of the revenue pie. How can organizations motivate the under-performers? Should they use more contests and more bonus money? The top performers ...
Views: 995 - Sales Training - Salespeople, Let Me Sell You a Bridge! - by Submitted on Nov 19, 2008 from Patricia WeberIn the early 1900’s con men would try to sell parts of the Brooklyn Bridge to immigrants in the USA. This is what coined the phrase, “If you believe that, I’ve got a bridge to sell you!” Then the Verrazano Narrows bridge, the world's longest suspension bridge formally ...
Views: 1924 - Sales Training - Spark Account Activity - by Submitted on Aug 31, 2012 from Henry OkwoManaging 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: 1767 - Sales Training - The Key to Unlock Self-Motivation - by Submitted on Sep 23, 2011 from Henry OkwoOne could make the argument that self-motivation may well be the most crucial ingredient for sales performance. However evaluating motivation in a sales team is a complex matter. It's assumed that most sales reps are motivated by money of course and making their quota every month. However one ...
Views: 2040 - Sales Training - Value From the Customer's Perspective - by Submitted on Nov 07, 2011 from Henry OkwoThe meaning of sales value can vary from one organization to the next and indeed differ from one sales rep to another. However the key is how the customer perceives the value. Organizations like coaches can call plays, but it doesn't mean it will work out. Is the customer truly getting the value ...
Views: 1049 - Sales Training at the Core of a Successful Business Program - by Submitted on Sep 19, 2011 from Mandi PardleyA businesses future depends heavily on its ability to sell. Sales are one if not the prime factor for shaping towards a business’s future. It does not matter how great the product being manufactured is, unless the customer base is conveyed the rewarding features and benefits of such products, ...
Views: 978 - Sales training can improve employee retention - by Submitted on May 18, 2010 from Emily JonesTraining 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: 1709 - Sales training can increase sales - by Submitted on May 18, 2010 from Emily JonesDespite 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: 1324 - Sales Training for the Entrepreneur Struggling to Succeed - by Submitted on Feb 25, 2009 from Tim WilliamsSales training is an entrepreneurial necessity. If your business is struggling to succeed, sales training can provide you with the skills you need to sell. And sales are what makes your business an economic success. Entrepreneurs need sales training to carry them during tough economic times. ...
Views: 793 - Sales training helps your staff - by Submitted on Jul 29, 2011 from Mandi PardleyThe key to any powerful sales force in your business is the proper training and development of your employees. Therefore, ensuring that employees get the proper sales training is the only way to ensure that your product will sell. Many people say "the product sells itself," however, without a ...
Views: 841 - Sales training provides greater closing ratios for your sales people. - by Submitted on Dec 14, 2011 from Mark GlendaleWhen sales people learn to use proven sales techniques closing ratios improve. Knowing which questions to ask and when to ask them also improves those ratios. Sales people must also learn sales presentation skills. Sales are often lost because of poor sales presentations. Sales training tools ...
Views: 1175 - Sales Training San Diego - Are you overwhelmed with tasks and not finishing anything? Discover the solution now! - by Submitted on Feb 03, 2011 from Nancy DrewYup common problem – too many tasks, not enough time, what stays and what goes? A lot of our clients including myself have moments of feeling completely overwhelmed. If you’re in business for yourself then there is only ONE person to do it all – that can seem even more daunting! Here’s ...
Views: 1059 - Sales Training to Boost Business Revenue - by Submitted on May 21, 2011 from jason gonceRegardless of the industry vertical a business belongs to, its ability to sell its offerings is the prime factor ruling the shape of its future. A company may have the best of the line product to offer, but unless potential customers are conveyed the features and benefits of the product in an ...
Views: 963 - Sales Training – Can Salespeople Find Happy Hour Bliss? - by Submitted on Nov 11, 2008 from Patricia WeberSome history claims that the first happy hour was held in a local pub in Ireland. Others attribute that this before dinner reduced price drinks event started in the 1920’s as the Navy’s slang for its on-ship entertainment. Regardless what is true, introverts and extroverts would design a Happy ...
Views: 1080 - Sales Training – Introverts Top Four Strategies For Winning Sales - by Submitted on Nov 03, 2008 from Patricia WeberIt was the 1938 Pimlico Race that Seabiscuit outraced Triple Crown winner War Admiral. Why? Experts say that Seabiscuit held with the pack and was trained to start from the gate with a burst of speed right from the starting bell. It’s important that as a salesperson you find your starting bell - ...
Views: 1089 - Sales Training – Remember Your First Sales Success - by Submitted on Nov 03, 2008 from Patricia WeberImagine the novelty of steam powered brass machines getting to the first USA automobile show in the snow! Then imagine the newness of making your first sale. Getting that first or first few sales is tough but exhilarating. Think back to that first success and find the basic elements. Then when ...
Views: 1026 - Sales Training – Salespeople Sell Simply So Successfully - by Submitted on Nov 07, 2008 from Patricia WeberSomeone claimed November 7th an International Tongue Twister Day. A tongue twister, a phrase or sentence, usually that rhymes and because it has similar sounds, can cause some mispronouncing. For a salesperson, these familiar seven tongue twisters are in honor of the sales trait twisters. 1. ...
Views: 1123 - Sales Training – Top Salespeople Are Not Dunces - by Submitted on Nov 07, 2008 from Patricia WeberNovember 8: Dunce Day. Salespeople don’t wear dunce caps, at least not on purpose. The dunce cap is named after a 13th-century philosopher, John Duns Scotus, born in Duns, Scotland. He believed this conical shaped hat increased learning potential using the theory that knowledge flows from the ...
Views: 1123 - Sales Training – Top Salespeople Can Learn From Good Soldiers - by Submitted on Nov 11, 2008 from Patricia WeberLet’s start with what many may agree with and make the comparison between good soldiering and top selling. Veterans Day in the USA, Armistice Day or Remembrance Day in other parts of the world, falls on November 11. It may be difficult to totally decide what makes a good soldier, but here a few ...
Views: 1153 - Sales Training – Top Salespeople Gifts For Managing Chaos - by Submitted on Nov 07, 2008 from Patricia WeberYou have a sales presentation planned; your laptop dies; you spill coffee on your only presentation copy, and the client moves the appointment time earlier. The Chaos Never Dies holiday is perfect for you, if you need to stop and acknowledge that chaos is part of life. If your sales aren’t where ...
Views: 1036 - Sales Training – Top Salespeople Stay in Touch with Prospects and Customers - by Submitted on Nov 10, 2008 from Patricia WeberWhile November 10th is a general Forget-Me-Not Day, salespeople can take advantage of it to build into their follow-up plan if they have missed a few touches throughout the year. It would be especially beneficial for those customers whom you haven't seen in a while. You don't want them to forget ...
Views: 1168 - Sales Training – Top Ten Departed Traits For Winning Sales - by Submitted on Nov 03, 2008 from Patricia WeberBeing raised Catholic, on All Saints and All Souls days we would meditate about the most saintly and then the people we most loved who had passed away. What if as salespeople, we set out similar holidays: All Sales Do’s and All Sales Don’ts Days. Turn your focus from your don’ts into just the ...
Views: 1162 - Sales: A Value Exchange - by Submitted on Jun 22, 2009 from Kerry Martin-MooreWe’ve all been exposed to the notion of the business cycle: customer has need/problem, determines solution to need/problem, makes decision & commitment to purchase, and finally goes through the implementation process. For the B2B salesperson, this cycle must be repeated effectively and ...
Views: 1186 - San Diego Sales Trainer - ADD Increases efficiency - Automate, Delegate, Delete system - by Submitted on Oct 07, 2011 from Nancy DrewLearn how to streamline your life and increase the efficiency of your business with the automate, delegate, delete (ADD) system – it’s simple and highly effective! Adopting the ADD lifestyle means that you automate, delegate or delete tasks taking up time in your life. This system will ...
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