How To Interview Sales Candidates - Executive Leaders, Managers, and Individual Contributors

For some executive hiring authorities who do not have any background in Sales, it can be a challenge to really know if they are making a good hiring decision when interviewing prospective Executive Sales Leaders, Managers, or quota carrying individual contributors. This article offers specific questions/areas of focus that will take an executive hiring authority unfamiliar with sales process and strategic complex selling a long way down the road to making a solid hiring decision.

Failing to Manage Your Sales Staff Will Eventually Manage to Sink Sales

Sales Management is a necessity in any company that wants to hit its target goals for income, sales and or profits for the fiscal period. If you fail to manage your sales staff correctly then it is quite evident that this will manage to sink sales. How do you set up a sales management program if your current sales management is lacking or basically non-existent?

Do You Have An Effective Follow-up Strategy?

Why don't salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don't salespeople follow up?

Are You Giving Customer Focused Sales Presentations?

In a recent sales survey, it was discovered that most salespeople cover 5-7 features during their presentation. When asked what the prospect remembered 24 hours later, they mentioned only one of the features. Guess which one? Not the first one, or the last one, but the one that related to their need, want, problem, desire or concern.

Effective Teritory Management Is Not Rocket Science

Many salespeople today will waste a great deal of time calling on poor prospects - trying to turn poor prospects into customers, or trying to close prospects that do not want or need what they are selling.

Sales Management Techniques That Can Bring Results And Keep A Sales Manager Focused

The sales manager is frequently an active sales person, as well as an administrator. He or she must make sure quotas are being met, margins are in line, pipelines are full, salespersons are making their calls and individuals are realistically matched to their positions and territories. An effective sales manager realizes that a person’s behavior is the key to success.

Is Your Organisation Committed To Succeed?

Whatever got you where you are today will not be sufficient to keep you there. A rapidly changing environment is the regular background against which organisations must develop.

Sales Meetings that Work

Do you know the difference between a Sales Meeting and a Training Meeting? Conduct great sales meetings and set up a great sales event.

Video Shop for Sales Success

Learn how video/audio mystery shopping can accelerate sales performance!

Point Your Employees Toward Financial Freedom

Sales managers can use their influence to help their salespeople become financially independent. This article suggests some ways how to do so.

Take Time to Manage Your Time

Time is all you have. Manage it and don't let it manage you.

The President of Sales Force America

Inspiration is the lifeblood that feeds motivation. Motivation is the fuel that propels us every day to throw ourselves into the fires of rejection. Believing in your sales leaders and watching them fight those fires is the best source of inspiration a sales person can have.

7 Reasons Why Your Sales Results Suck: Part 1

One of the more fun parts of my job is talking to sales managers who refuse to admit that the results that their sales force gets indeed 'suck.' What do I mean by this statement? First of all, let's face it, I use that word to get your attention and now that I have it let me explain. When any frontline sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to pay for there fair share of these expenses, then they are 'sucking' these valuable resources at the expense of other employees who ARE pulling their weight.

Is Anyone Really Managing Sales in Your Organization?

If you are looking for an effective system to manage your salespeople, this article is just what the doctor ordered.