How To Stop Sales Mis-Hires

Just yesterday I had the opportunity to meet with a very seasoned CEO of a technology service provider who came to us in order to do a recruiting project for a new sales person. He came to us is because he's gone through four sales hires on his own and none of them have actually produced anything for his company. As we sat down to talk about this he sheepishly admitted that this had cost him millions of dollars of lost revenue and opportunity cost as a result of not getting the sales hiring process right.

Right Handed Sales, Left Handed Marketing

The Sales and Marketing groups within your organization have a unique opportunity to create a relationship that will have a profound effect on sales and profitability. The key to this relationship, as with any, is communication. This article will provide you with five recommended steps for building a strong sales and marketing relationship.

The Use of Attraction Will Empower Your Sales Team

We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. We have probably all met someone whom we instantly did not like and did not want to be around. This is caused by a lack of connectivity and usually takes only a few seconds to manifest itself. The Law of Connectivity states that the more we feel connected to, part of, liked by, or attracted to someone, the more persuasive they become. When you create an instant bond or connection, people feel comfortable around you. They will feel like they have known you for a long time and that they can easily relate to you. When we feel connected with someone, we feel comfortable and understood; they can relate to us and a sense of trust ensues.

Selling is Personal Communication and Relationship Building with the Prospect

If you are a sales manager in charge of training new recruits and sales people you know you have your work cut out for your. Many people have been told that they are a natural salesperson, due to their persuasive demeanor.

Is your Sales Plan Engineered by Design or by Default?

This article walks through the best practices approach to engineering a winning sales plan.

Sales Manager Tip #28; The Informed Prospect

A good sales manager must stay in touch with each and every salesperson in the sales force that is working for the company. It is essential to find out from the salespeople what prospects are saying to them and which objections that the salespeople are getting in the field from potential customers and prospects.

Are You Really A Leader - Or Merely A Manager?

You can buy someones physical presence, but you cannot buy loyalty, enthusiasm or devotion. These you must earn. Successful organisations have leaders who focus on the future rather than cling to the past. Leaders bring out the best in people. They spend time developing people into leaders.

Great Sales Managers Make Less than all their Sales People

Are you a great sales manager? Well if you really are a great sales manager then every single one of the sales people under you should be making more than your salary, unless your company is paying you an additional stipend on the total amount of sales on your team.

Why Do So Many Potentially Good Sales Managers Fail?

The single most common mistake that organisations make is promoting their number one salesperson into the role of sales manager, thereby depriving themselves in a single stroke of their best producer and hamstringing their sales force with an ineffective manager. The skills required for managing, mentoring and developing a sales team are totally different from those required for selling. As a result, it’s not uncommon to find newly promoted sales managers who regret having taken a management position and may even leave to get back into sales.

Gain Willing Cooperation

Reward Power refers to the ability to deliver rewards or benefits to influence others. These can be financial, material, or psychological rewards. Reward Power is the fastest way to persuade.

Influential Authority

Power is situational. In what situations do you have the most power? When do you have the least?

The 8020 Rule Fallacy In Sales

The 80/20 rule in sales organizations dies hard. You'll need to work diligently and hard to eliminate it and then even harder to keep it from resurfacing.

Does Your Sales Training Program Address Your Sales Performance Issues? Part 1

Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues

US Government Sales & Marketing

What's the difference between selling to the US Government and selling to the Commercial market? It's like night and day. Sales and Marketing to the government is truly the flip side of commercial activities. You really can’t believe how different these markets are - until you've actually come from one side - and tried to go over to the other. I emphasize, tried, because it usually doesn’t work out very well!