Are You Running Too Many Poor Or Non-Productive Meetings?

One of the common complaints of many employees (including managers) is how many meetings are held that are a waste of time, energy and company resources. Most meetings generally take too long, cover too little, end without specific plans, objectives or outcomes and waste time, money and resources. I believe that “meeting” is an important business function. Meetings get people together to share information, ideas, problems, activities, solutions and feelings.

Sales Managers: Should You Prove Yourself By Selling In Front of Your Team?

As a sales manager your primary job is selling your salespeople on selling more. But the longer you stay away from selling the more you, and those who report to you, doubt your ability to sell. Should you prove yourself by selling in front of your team? Dr. Gary S. Goodman, top speaker, best-selling author, and Fortune 1000 consultant shares his insights and experience in this article.

Sales Management for Commercial Trash Services

Not all sales management jobs are glamorous. Often we think of used car sales people as schumks and this indeed is the public perception, yet we all drive cars and without these sales people selling new and used cars, well there may not be an entire US Automaker Industry here in America. Ziggy Ziglar use to say; Nothing Happens Until Someone Sells Something.

Are You Ready For New Thinking?

Are you ready for the relentless changes that are coming or are you stuck in your paradigms refusing to see that there may be another way to look at things? Let me give you 2 simple examples:

Sales Management Can Save You From Losing Your CEO Job

Sales management is a key to any company’s success and the sooner you understand that the better. Most of my articles on sales have been from a specific perspective you see I am an entrepreneur and am now retired. I founded and ran a Franchising Company, which set up units in 450 cities, 150 major markets and 4 countries.

Obligation Marketing

A film-developing company thrived on the Law of Obligation. They would send a roll of film in the mail along with a letter explaining that the film was a free gift. The letter then outlined how the recipient should return the film to their company to be processed. Even though a number of local stores could process the film at a far lower price, most people ended up sending it to the company that had sent them the film.

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.

Managing Salespeople at a Christmas Tree Lot

For those who have ever run a Christmas Tree Lot you know that if those people leave without buying a tree they may not come back and this is why sales are so critical indeed. Sales management, staffing and careful scrutinizing can make the difference.

Buyer/Seller Relationships...the ABCs of Success

There are basically three levels of buyer/seller relationships. The first and most common relationship level is Adversarial. This is the traditional win-relinquish relationship where you, the buyer, squeeze your supplier for the very last bit of a discount. You are determined to get the last drop! You are not focused on the cost of doing business with one another, just what you believe to be the lowest cost. This is a transactional only relationship.

Don't Skip The Details

Sales management must take its paperwork seriously. Forms management will save you time and money down the road and make all the difference if lawsuits are filed. This becomes increasingly important with today's ephemeral communications.

Praise Others Daily

Sincere praise and compliments can have a powerful effect on people. Praise boosts one's self-esteem. When you genuinely give praise, it releases energy in the other person. When you receive sincere compliments or praise, you get a smile on your face, your spirits soar, and you have a new aura about you.

Is Phone Sales Skill a Lost Art?

A Little Phone Sales Training Will Go a Long Way

Be A More Effective Sales Manager

The customer forms his opinion of an organization based on the people that he works with and sees. For a company, this is the salesperson. The salesperson shapes and structures the customer’s view of the company. Thus, the advancement and collapse of a corporation rests almost solely on the performance of the salesperson. In turn, the responsibility of the qualifications of the salespeople rest on those who train them. This essay is devoted to help set objectives and find a good strategy for the sales manager

Sales Managers: Beware of The Latest Generation of Quack Sales Gurus

Quack ales gurus should be taken to court for malpractice, especially when their advice is blatant bullt.