Articles related to: sales management
1: The Secret Peril That Causes Sales to be Lost
It's September, also known as back to school time. My neighbors and I escort our children to the bus stop for the first day of the new school year. However, we're puzzled about the location of the bus..
2: Motivate Your Sales Team to Crush the Tomato
One of my favorite hobbies is playing baseball with my kids. I'm very involved with their Little League teams and volunteer to help teach baseball skills to the kids. My 7-year old son, Steven, is pla..
3: Compensate to Motivate Your Sales Team
When I speak to business executives, one of the challenges I often hear is that their sales team is not doing the things they feel are most critical to the success of the company. I then ask to see th..
4: Leadership... It's Not Just For Managers
The other day my nine-year old daughter and two sons (seven and five years old respectively) were playing with neighborhood friends. Out of the blue, my two sons came running home upset because the gi..
5: The Second Dimension of Screening Sales Talent
My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes and dislikes. I understood her goals in life and her aspirations. She kn..
6: Sales Candidate Attributes: Desired or Required
Close your eyes. Think of the perfect mate. Are you done? Close your eyes again. Think some more. How long is your list of requirements of the perfect mate? Are there five of them? Ten? Perhaps, you h..
7: The Sales Person's First Day
It's a great day at Newman Industries today! For the last month, they have been actively recruiting a hot candidate to join their sales team. Today, Steven Harmon agreed to join them. They see him as ..
8: Priming the Sales Applicant Pump
I spend much of my time working with companies to help them identify and hire the right sales talent for their company. One of the biggest frustrations that I hear from my clients is that they struggl..
9: How To Plan And Prioritize Your Time As A New Sales Manager
Plan and prioritize your time! was the first instruction ever given to me by my very first sales manager. He was ex army and I was fresh out of university. I had a whole lot of enthusiasm and not much..
10: Secrets Buried In a Sales Person's Resume
In my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who has achieved 40% of quota. Every single resume show..
11: Motivating the Passive Sales Candidate
I was never very good in science class which is probably why I'm not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen bur..
12: Top 5 Tools To Start Your Internet Business Without Any Stress
If you are planning on starting your very own online product selling business and then adding your product to sell via affiliate network, you must have knowledge of the different tools and software ne..
13: Is This Dog Going to Hunt or Not?
One of the greatest challenges that recruiters have today in assessing the viability of a new sales rep is whether or not that individual is going to be able to learn the value messaging and deliver i..
14: 9 Management Philosophies to Develop Teams Into Elite High Performers
I met with a prospect the other day and he asked me "What do high performance managers do differently than average managers?"I paused for a moment, scanned the long list of behaviors in my mind; disti..
15: Time Management - Sales Productivity's Black Hole
I spent a number of years as a consulting nuclear chemist and radiation protection specialist at commercial nuclear power plants. Which means I love physics!I've always been baffled by the concept of ..
16: The Best Sales People Aren't Necessarily The Right Ones For Your Company
I recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend, Willie McMoney, had heard that I was speaking to th..
17: Manage Key Accounts As If They Were Key
The idea behind singling out key accounts is that you will treat them as special, giving them the recognition and treatment they deserve. If the age-old 80/20 rule applies, 20 percent of your customer..
18: Why Prospects Want to "Try" Before "Buy"
The competition has been fiercely pursuing this account, but you feel like you have the edge. All indications are that you are going to win the business. Then, a call comes in from the Procurement off..
19: Will You Pass the Flinch Test?
After a lengthy buying process, the time has come to submit pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, y..
20: When the Sale Doesn’t Happen
In the 70’s and 80’s, there was a great television show called “Quincy.†This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, perform..
21: Why Can’t I Hire The Right Sales People?
Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Sales people are trained in the ar..
22: Successful Selling and the Theory of Relativity
Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast ..
23: The Most Underutilized Strategic Advantage
You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but yo..
24: The Secret to Overcoming the Price Objection
Ok. This is false advertising. There is no secret to “overcoming†the price objection. The truth is that the price objection cannot be overcome. That is because it isn’t intended to..
25: What Every Sales Person Could Learn From the Yankees
This is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Ot..
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