 Category :: Sales Management Articles |
Author :: Brian Lambert  |
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| Article Title :: Determining Sales 'Fit'; the Key Growth Process for Your Business |
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| Help your organization grow by assessing the right indicators in individuals slated for revenue-generating positions within your company. "Growth Talent", such as sales, account executive, consultant, sales engineer, or other individuals responsible for top-line revenue growth. The SalesFit processes addresses the individual uniqueness of your organization and the candidate. The power of the methodology is its ability to ensure an objective understanding of where the candidate is a good fit within your company.To find the right salesperson for your team, you must analyze the candidate within the following parameters:Does the Individual's Purpose fit within Your Organization' (read full article) |
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| Category :: Sales Management Articles |
Author :: Leanne Hoagland-Smith |
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| Article Title :: The ACCOUNTABILITY Challenge for Today's Business Management |
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| In today’s 24/7 driven business word, accountability is becoming a more critical issue for every business owner, manager, executive and salesperson. The challenge is to realize that accountability is just not a single issue, but an issue with many supporting elements. To maintain and thrive as an accountable individual first requires overcoming the fear to embrace these elements and then a plan of Action to ensure that YOU are an accountable individual.Action – What action or actions did you take or not take and why? Since many individuals have been conditioned not to take action or are stuck in “analysis/paralysis,” accountability suffers because no specific action has bee (read full article) |
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| Category :: Sales Management Articles |
Author :: Christopher Walker |
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| Article Title :: Management From Within |
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| Inspiration and Management from Within – Part 2.The more you follow the path of exploration into the mystery of life, the more life becomes revealed to you. Life begins to express its secret, its nature. What is required of us, for deeper understanding, is a commitment to follow earnestly the laws of life into self discovery. Few things have greater impact on the world, than the study of human nature and this study ultimately is found in the study of self. Through this study of self we come to know, what is really the study of God.IF we could become fully aware of this self, then the search for spirituality would cease, we would no longer pilgrimage to sacred places, as li (read full article) |
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| Category :: Sales Management Articles |
Author :: Christopher Walker |
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| Article Title :: The Spirit Of Change |
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| A Highly Conscious Approach To Business Management.
For more on this topic please link to Innerwealth Web SiteFor many years I have worked with people who are keen to work effectively as possible. The most successful people I have encountered in this time are moved by an expansive vision. They are fascinated by life and driven to experience it fully. They respond well to change although they do not necessarily like it. They think clearly when information is uncertain and structures of belief are impaired. They see connections between a fast moving world and their vision, and they have open and receptive state of mind that is not paralyzed by information they had not expected. T (read full article) |
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| Category :: Sales Management Articles |
Author :: Mike Palman |
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| Article Title :: Sales Pipeline Forecasting Is There A Better Way? |
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| To put it mildly most companies sales forecasting just isn’t delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over. Even more astonishing is that 54% of forecasted deals are lost to competitors or to a no decision.This is a trend that both senior management and sales management is aware of. And with the visibility now at executive level, sales is creating a demand for more accountability. Interviews with MD’s and sales directors indicate that companies can no longer stand idly by hoping the sales team delivers as indicated. Visibility and accuracy need to be improved. And if sales cannot do this we found that the Fi (read full article) |
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| Category :: Sales Management Articles |
Author :: Mike Palman |
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| Article Title :: Is Sales Process & CRM Stopping Sales? |
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| Standard metrics and KPI’s (Key Performance Indicators) are created usually between The Sales Director, The Financial Director and The Managing Director. These KPI’s tell the sales teams what they should be doing. For example, 'Your pipeline should be at least three times of your annual sales target'; 'Your conversion ratio of opportunities to closed orders should be 60%', and so on. Nothing like a bit of statistical analysis from the bean counters to motivate the sales team is there? Remember that old saying…'You can prove anything with statistics'. Here, we see it applied for real, albeit on an unconscious level.In some extreme cases these so called sales processes and form (read full article) |
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| Category :: Sales Management Articles |
Author :: Ruth Zanes |
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| Article Title :: Business Career, Executive Coaching Article - Perfection vs. Excellence |
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| "(Howard) Hughes never learned how to convert his knowledge to practical application. Instead he sought a perfection that assured failure."
- From Empire: The Life, Legend and Madness of Howard Hughes
by Donald L. Bartlett & James B. SteelHow many times have you heard someone (it may have been you) proclaim or complain that he/she is a perfectionist? You may have noticed that going for perfection is a fool's game. You simply cannot win when you set perfection as your standard.There may be rare and unusual situations where perfection is assumed to be an appropriate standard. Frankly, I can't think of one - no, not even life and death situations such as heart surgery demand pe (read full article) |
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| Category :: Sales Management Articles |
Author :: Chris Stowell |
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| Article Title :: The Achilles' Heel of Management Coaching |
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| While heading home at day’s end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time elevating her performance. If not, you feel that your only remaining alternatives are to give her a poor performance evaluation or demotion or may even fire her. You’re reluctant to do either of the first two things because you know these would disrupt the positive work relationship you’ve had with Chris. And you don’t really want to fire her. On the other hand, you’re running out of patien (read full article) |
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| Category :: Sales Management Articles |
Author :: Eddie R. Williams |
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| Article Title :: Project/Program Management Best Practices for Success in ANY Industry! |
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| Where is our success? Although there have been improvements, over 60% of projects/programs failed and many were canceled in 2003 (ref:The Standish Report CHAOS)! Our goal for 2004 and beyond is to contribute to a 60% and better, project/program success rate! STOP THE MADNESS-MANAGE AND CONTROL PROJECTSWITH THE FOLLOWING:Best Practice Processes for Project/Program Success(Outline):Program/Project Management (and Business Management) (Integration)Use of Experience and Knowledge (Integration)Planning and Scheduling/WBS (Scope/Time/Cost)Communication Planning (Communication)Status & Earned Value Repor (read full article) |
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| Category :: Sales Management Articles |
Author :: Greg Roworth |
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| Article Title :: Producing Premium Performance |
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| One of the major issues that arises in managing a small or medium size business is in the area of employee performance. Many business owners are frustrated with the poor performance of their team or some individuals within their team. No matter how hard they try, they don’t seem to be able to create a sustainable improvement in performance. The tendency is to blame the employees for poor performance. However, more often than not, the problem stems from not establishing an effective performance management framework.There are a number of elements that create a framework for producing premium performance.The most important element is to establish a c (read full article) |
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