Customer Relationship Management

Customer Relationship Management, in reality it means changing the focus of your business to become customer centric. Funny thing about that statement is most organizations believe they are already customer centric

The Dirty Little Secrets Of The Failure To Leverage The Inside Sales – Customer Service Potential

How can the distributor take advantage of existing relationships between Inside Sales/Customer Service personnel and customers? This age-old question has caused managers to implement a variety of approaches in the attempt to tap perceived potential, but many fail and the question persists. Why? Most firms do not have adequate measures installed to determine who does what within an Inside Sales/Customer Service group. For lack of measures, it is not possible for management to define department productivity or level of activity much less individual productivity.

Building A Top - Level Balanced Scorecard

ActiveStrategy details the foundation of a strategy map that is used to build an organization's balanced scorecard.

Opening A Dollar Store - How to Minimize Inventory and Maximize Sales

One of the challenges that every entrepreneur who is opening a dollar store faces is having the right amount of merchandise in-stock and ready for purchase. Even more important is the product mix to meet the wants and needs of the customer. Many owners invest their merchandise inventory dollars in low-cost items rather than creating the right mix of products. It is important to remember that the right mix will keep their shoppers excited and coming back time and again.

Creating Value Out Of Indecision - Helping Your Sales Staff Get There

I have a question for all of you Sales Managers out there. What will it take? What will it take to turn the new or mediocre sales person in your group into someone who drives revenue and reeks confidence? It will take a decision.

Sales Forecasting Is The Achilles Heel Of Business Planning

The challenge for modern day business is to create an accurate, consistent sales forecast based on qualified and useful information. Unfortunately, for many companies, this is an area of business that too often falls short of this challenge.

World First Management Lessons from India

In this modern world the art of Management has become a part and parcel of everyday life, be it at home, in the office or factory and in Government. In all organizations, where a group of human beings assemble for a common purpose irrespective of caste, creed, and religion, management principles come into play through the management of resources, finance and planning, priorities, policies and practice.

What A Difference ONE WORD Makes!

Selling isn't a game of inches, like football. It is a game of words and symbols. And just as one inch can mean the difference between a crucial first down or touchdown, a victory or defeat, one word can determine whether a seller earns or blows a sale, according to this top speaker, international consultant, radio and TV expert commentator, and best-selling author of Nightingale-Conant's audio program, THE LAW OF LARGE NUMBERS: HOW TO MAKE SUCCESS INEVITABLE.

Common Time Wasters of Sales Professionals

Sometimes it's procrastination that steals the dollars out of your pocket, but sometimes it's a false perception of what works. Here are some common time wasters, and a testing tool to make sure you don't get caught out spending your precious time fruitlessly ever again.

Selling & Marketing - The Secret to Developing a Thriving Business by Linking Strategy to Selling

A good marketing strategy will fail without crisp, consistent execution. A great sales plan will fail without a coherent, differentiated strategy. The secret to success is linking marketing strategy to selling execution.

Training: The Common Denominator For Success

Investing in employee and leadership training is the common theme among the top Fortune 500 Companies.

Six Reasons I'd Rather Be Selling

If someone gave you a choice between selling, being in front of customers, talking to them on the phone, emailing them, or teaching sales skills, which would you select? I've been doing both for several years, but if I had to choose, I'd prefer to sell. Here are six reasons, according to a top speaker, international consultant, and best-selling author of 12 books and the popular Nightingale-Conant audio program, THE LAW OF LARGE NUMBERS: HOW TO MAKE SUCCESS INEVITABLE.

What Kind Of Sales Manager Are You?

Most managers don't consciously decide to behave in any particular way with their sales team, that is why most tend to steer towards the opposite ends of the management behavioural spectrum either leaning towards friendly and approachable or strict and enforceable. Both management styles have certain drawbacks however...

Improving Sales Effectiveness - The Question is Why?

Achieving sales success is crucial to every business, after all sales is the only revenue generating function within a company, everything else costs money. So what do we do to ensure that our key players in the sales arena are doing all they can to develop this most important of areas?