Articles tagged: "sales management"
1: Motivate Your Sales Team to Crush the Tomato
Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?
2: Compensate to Motivate Your Sales Team
Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.
3: Leadership... It 's Not Just For Managers
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.
4: The Second Dimension of Screening Sales Talent
Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.
5: Sales Candidate Attributes: Desired or Required
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
6: The Sales Person 's First Day
Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.
7: Priming the Sales Applicant Pump
Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
8: How To Plan And Prioritize Your Time As A New Sales Manager
How to plan and prioritize your time as a new sales manager is vital to your success. With so many new things to do.Goals to achieve and fast, where do you start. If you want to know how to slow down and achieve more of what mattters read on.
9: Secrets Buried In a Sales Person 's Resume
The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
10: Motivating the Passive Sales Candidate
Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?
11: 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 needed in order to ensure success These tools will help you manage your day-to-day business activities and also provide you with convenient ways to do so
12: Is This Dog Going to Hunt or Not?
An article about how long it should take for sales reps to become competent at the task of selling for thier company. The problem with sellers is that they usually interview better than they produce on the job.
13: 9 Management Philosophies to Develop Teams Into Elite High Performers
What are the management philosophies that underpin your approach to making the numbers?
14: Time Management - Sales Productivity 's Black Hole
Is time management the best approach to improving sales productivity?
15: The Best Sales People Aren't Necessarily The Right Ones For Your Company
Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
16: Manage Key Accounts As If They Were Key
In too many companies key accounts are not managed as well as they should be. Often, too many accounts are given this status, resulting in poorer service for the best customers. This article describes how to correct this situation and treat your key accounts as if they really were key.
17: Why Prospects Want to "Try" Before "Buy"
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.
18: Will You Pass the Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
19: Why Can’t I Hire The Right Sales People?
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.
20: When the Sale Doesn’t Happen
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.
21: What Every Sales Person Could Learn From the Yankees
The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
22: The Secret to Overcoming the Price Objection
If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.
23: The Most Underutilized Strategic Advantage
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
24: Successful Selling and the Theory of Relativity
Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.
25: Migrating from Vendor to Partner
There is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
26: Finding The Right Sales Talent For Your Company
Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
27: Finding the Right Home for Your Sales Skills
Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
28: 12 Keys to Tuning Up Your Sales Force
Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.
29: 5 Keys to Hiring the Right Sales Manager
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.
30: 5 Keys to Ensuring a Spectacular Sales Training Engagement
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
31: The Sales Person’s Kryptonite
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
32: Will You Pass the Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
33: The Finishing Touches
We look forward to feedback from our clients and readers Feedback generates additional points of view, as well as additional topics and ideas for future discussions
34: The Structure Of A Selling System
It’s a Friday afternoon in early 1980 and I get the call to meet with the Regional Sales Manager I’ve been promoted into sales
35: The Foundation Of Expectations
The strongest houses are built on the strongest foundations No matter how well-constructed and reinforced the walls and roof are, none of it will stand under stress if the foundation is weak
36: Are You Missing Out On Your Most Valuable Sales Opportunities?
Are you struggling to hit your revenue targets for high-value services John Corr answers your top five questions on how to focus your investment in strategic account management when pursuing complex high-value engagements
37: Why Sales People Lose Business
In my time as a sales director in the IT industry I spent a lot of time and effort trying to understand why we won and lost business, with most of the effort on the latter In sales reviews, reading lost business reports and raking over the ashes with ex customers I compiled a comprehensive list of reasons
