 Category :: Sales Management Articles |
Author :: James Yuille  |
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| Article Title :: Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them |
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| 1. LOOKING for a “quick fix” to close more sales – sales aren’t closed, they’re opened.Solution: You must learn how to open the sale; build rapport with your prospective customer and develop an understanding of their business or of their lifestyle first. Only when you have some understanding of where they’re coming from can you even hope to advocate a solution that they will be interested in.For years sales trainers have been talking about “closing the sale” and employers still advertise for salespeople who can “answer objections and close the sale”. Every week recruitment adverts appear in newspapers seeking salespeople who are “strong closers” to se (read full article) |
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| Category :: Sales Management Articles |
Author :: Virden Thornton |
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| Article Title :: Hiring--A Vital Key In Sales Management Success |
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| Recently, I was asked to spend some time on the telephone, coaching a client’s administrative assistant on how to check out an employment candidate’s references. After each in-person or telephone conference, I complete a brief written report going over the information discussed. The information that I gave this worker was so vital to the company’s overall sales management success that I felt impelled to share the report in my periodic client e-mailings, feeling that it might be of value to others that I serve. The information is so vital to the management process, I decided to reproduce it here as well.After over 22 years of advising managers, I’m convinced that the hiring (read full article) |
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| Category :: Sales Management Articles |
Author :: Richard Cunningham |
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| Article Title :: Shorten Sales Cycles in Complex Sales Environments |
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| Help buyers discover the answers they need to understand and align all of their decision variables.In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities. The time it takes prospects to align all of their internal stars and planets for a buying decision can create painfully long sales cycles.In the audio book, “Sound Advice on Sales Strategies,” Sharon Drew Morgen maintains that conventional sales precepts are the underlying cause for this and the other problems salespeople are experiencing.According to Morgen, we need to rethink effective sales skills. The (read full article) |
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| Category :: Sales Management Articles |
Author :: Kara Kelso |
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| Article Title :: 4 Tips for the Summer Slowdown - How To Pick Up Sales |
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| You may have heard about the "summer slowdown". You may be experiencing it right now, or you may not be affected. Regardless it's important to pay attention, and do something this time of year.If sales are slow and weren't in the spring, most likely this means your target market isn't spending as much time online as they were before (this could be due to vacations, spending time with family/children out of school, etc). There are several different options you have now:1. Do nothing - take a vacation yourselfWhile not the most practical for a growing business, if you need a break - take one while you can. Collect your thoughts and ideas and get ready for your busy seas (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Increasing Sales by Using Coupons - Will it Help Your Business? |
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| Increasing Sales by using Coupons. Will it help your business? Well, the Promotional Marketing Association’s (PMA) “Coupon Council” shows that 3.8 Billion coupons were redeemed in 2003. Consumers saved over 3 billion dollars. 79% of American’s used coupons last year. There are many Coupon Franchises out there with quite a track record. Here are a few of them: Val-Pac; http://www.valpak.com/info/franchise/franchise_faqs_content.jsp.United Coupon Corp. United Marketing Solutions. Adventures In Advertising. Coupon Tabloid, INC. Consumer Network of America. Coupon-Cash Saver. Effective Mailers. Money Mailer. Welcome Host of America.What do all these services have in comm (read full article) |
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| Category :: Sales Management Articles |
Author :: Allan Mackintosh |
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| Article Title :: 5 Secrets to Managing Your Sales Manager Productively |
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| Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second reason is due to the behaviour and capability of the immediate line manager. More often than not, the two are strongly linked with the manager taking little interest in the representative’s development and as such the representative feels under valued and bored due to the lack of attention and challenge.Often the blame is laid at the manager’s door, but the representative must take a (read full article) |
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| Category :: Sales Management Articles |
Author :: Allan Mackintosh |
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| Article Title :: The Four "D"s of Sales Management |
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| Recently I stumbled across some notes that I had kept from a project I had been involved in which involved looking at manager behaviours. The aim of this project was to identify "preferred behaviours" in sales managers when they were working closely with their sales representatives. The outputs were interesting and helped my colleagues identify four main types of sales managers and the differences between effective and ineffective behaviours.Four Types of Manager.A few years ago when working as a coach for a multinational Pharma company my colleagues and I were given the task of designing a framework that enabled managers to work more effectively with their sales representat (read full article) |
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| Category :: Sales Management Articles |
Author :: Brian Lambert |
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| Article Title :: The Top 5 Issues Facing VP's of Sales |
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| A recent study of 2,663 sales organizations by Think Training, Nightingale Conant, and Trainique uncovered five areas that shed light on what separates the best from the rest
(visit http://www.revegrowth.com/free_articles.htm for a copy)Issue one - A poorly defined sales process. 82% of all CEO’s said their sales organization had a process that was poorly defined or a process that wasn’t being followed. A sales process is like a road map. If you pay attention it helps you determine if you are in heading in the right or wrong direction. A well defined sales process does the same thing. It should be consultative in nature, have defined steps that allow both parties to develop a (read full article) |
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| Category :: Sales Management Articles |
Author :: Brian Lambert |
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| Article Title :: Sales Competence Isn't About Quota Performance! |
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| Compounding the problem are two myths regarding measures of competency in sales.Myth#1: Quota performance does not equate to sales competency – A salesperson’s quota is usually determined by management. More often than not, the quota is set as a way to attain a goal of an increased share price or its just pulled out of the air as a “nice-to-have-number” that is bigger than last year. It’s a rare organization that can articulate how a quota was set. It’s even rarer to find an organization that sits down to do the sales math and determine the realistic quota and stretch quota for their salespeople. Without this understanding, how do you know if the quota is too high? (read full article) |
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| Category :: Sales Management Articles |
Author :: Brian Lambert |
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| Article Title :: The Art and Science of Managing Expectations in Selling |
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| It is very easy to fall into a trap with the customer by extending offerings beyond that of what the company infrastructure is able to supply in a reasonable timeline.As a salesperson, you must manage the quality of the sales process. With this context of "quality deal management" in mind, the theme cannot be to do “whatever it takes to close the deal”. There must be a balance. That balance is achieved through managing expectations with the future cusotmer and with your own organization.The deal in question must be evaluated and built around a solution that meets the goals of the customer, your company, and the ethics of the salesperson. If expectations are properly ma (read full article) |
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