Five Tips For Hiring The Right Salesperson

Are you ready to make the right hiring choices? If you plan to hire any salespeople, you’ll want to avoid some common hiring mistakes.

Sales Management and CRM - Setting up the Central Memory

Sales management changed with the introduction of CRM. For both larger enterprises to the smaller companies the management of the central memory became an issue.

Use The Blitz Presentation and Blitz Sale - When Appropriate

Sometimes in commercial/industrial sales we find that we should make a presentation on an initial or cold call and try to get a sale. We must be prepared for that requirement because we don't know when it will happen.

Sales Opportunity Management: The Key To A Sales Turnaround

Does your company need a sales turnaround? As we enter the new year, it's a great time for us to take a fresh look at our sales performance in our companies and take action to turn around those aspects that we're not satisfied with or which are lagging behind our expectations. Putting together a sales turnaround plan for your company can be done fairly quickly and fairly easily.

Send Me in Coach!

At one time there was a long-standing belief in many sales organizations that coaching of sales representatives was a fundamental sales management responsibility. By contrast today, in the field skill set development is, at best, hit and miss leaving many sales people unclear how their performance is being evaluated. Little wonder sales force turnover is a reality.

Romancing The Clone

As everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked turn into career limiting habits.

Nine Hidden Dangers Of Wasting Your Time, Effort and Sanity On Nickel-and-Dime Cheapstake Buyers

There are some buyers out there who understand value but there are many of them who understand only price. And we have to be careful not to waste our time and sanity on people who buy professional services based on price.

Can Your Superstar Sales Person Become Your Superstar Sales Manager

Finding the right person to fill the sales management role is a common quandary in wholesale distribution. It can be especially challenging when a decision is based strictly on sales territory performance without regard for the specific skill sets required to lead a sales force-2005 has been a good year in wholesale distribution with some industries recording double digit growth rates. With market cooperation like that, most sales people are smiling as they hit or exceed their quotas. Deciding on the right sales person to promote to sales manager can become a difficult and risky decision.

Consulting Contracts with National Service Organizations - Good Idea?

Consulting Contracts with National Service Organizations are not your sweet spot in computer consulting. Computer hardware is often disposable with low profit margins and hardware repair is not the best choice in consulting contracts.

Additional Sales for No Extra Cost

Did you know that it costs about 5 times more to acquire a new customer than it does to sell to an existing one? Why then is customer service generally so bad?

Motivate Your Sales and Marketing Team using this New NLP Game

Using subtle NLP observations and techniques you will be able to make profound changes in yourself and others to improve your life, sales and leadership skills. A step-by-step guide of how to motivate your sales team and yourself.

Fishy Salespeople? How to Finally Stop Handing Out FREE Fish to Your Sales People

Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help? Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would put a few more sales in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an ounce of personal selling confidence. Show your sales people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody's paycheck fatter.

What's Your Magic Number?

Setting and Exceeding Sales Goals through Key Performance Indicators (KPI) The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have you identified the KPIs in your sales process?

Tracking For Profits

You can't manage what you don't measure...