 Category :: Sales Management Articles |
Author :: Frank Salisbury  |
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| Article Title :: Pointless Targets |
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| I recall a heated discussion with a sales director some time ago where I proposed that the long-term effect of setting activity targets for salespeople would eventually lead to failure. He vehemently made the point that he had systematically imposed activity targets on his sales force and that the result had been to treble average income per salesperson within 18 months.What he didn’t say, something which I found out when I investigated further was that he had at the same time:• reduced his sales force from 450 to 300 – letting the bottom 150 hundred producers go, and• the average income per salesperson at the time he took over was one quarter of the industry (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Recruiting - How to Hire More Top Sales Performers - Part 1 |
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| Business executives and sales managers frequently complain about "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results?Certainly there are some sales skills that anyone can learn. For example, it is easy to learn how to ask reflective questions. These questions begin with the words "who", "what", "when", "where", "why" and "how", and tend to encourage more detailed answers than questions that can be answered with a "yes" or "no".You can learn how t (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Recruiting - How to Hire More Top Sales Performers - Part 2 |
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| Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it:
What are resumes? They are an individual's subjective portrayal of their capabilities and experiences.
What occurs during an interview? Interviewees attempt to package their responses to questions in a manner that will make the best impression. Meanwhile, interviewers are forming personal opinions about candidates' qualifications for the position.
I'm not suggesting that subjective information is useless. Subjective information is (read full article) |
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| Category :: Sales Management Articles |
Author :: Nicki Weiss |
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| Article Title :: It's Time For A Sales Management Revolution |
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| Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month, tightly controlling teams, and constantly reacting to emergencies. There has to be a better way.Are you satisfied with the way your life as a sales manager is turning out? Is it giving you all that you wanted? If not, perhaps it’s time to make a revolution. Here are some revolutionary ideas you might consider:1. THINK THREE TO SIX MONTHS INTO THE FUTUREWhat you want to accomplis (read full article) |
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| Category :: Sales Management Articles |
Author :: John Buckle |
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| Article Title :: Just What is a Broker? |
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| In most circumstances a broker is a third party to an agreement to purchase a commodity, the item being bought and sold is neither owned nor controlled by the broker who simply acts as an intermediary and is normally paid on completion of an agreement. Brokers who also act as sellers or as buyers become a principal party to the deal whereas an agent is one who acts on behalf of a principal.Lets look at a real estate broker for example.Real estate brokers are in the business of brokering real estate transactions; Simply put that means, finding sellers for those who want to buy real estate and finding buyers for those selling real estate. The real estate broker doesn't own the (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: National Accounts -- How Do You Create a Program That Really Works? |
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| This article is intended to help everyone gain a better understanding of National Accounts Programs, including the motivation for creating one and the steps toward a successful process. While it is not intended to definitively answer every question regarding national accounts, it serves as a set of guiding principles for those in the company who are responsible for the success of the program. It is written for salespeople, branch managers and national account representatives, not the company's executive management team. However, keep in mind that executive management needs to be committed to the program and would benefit by understanding the process and concepts.Regain Power by Off (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: The Cry Baby Sales Person ----- What Should We Do? |
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| Rick, I have a salesman that does a pretty good job but he is always whining about something. He takes up a tremendous amount of my time, inside sales and anybody else that will listen. I don’t want to fire the guy because he does put up decent numbers. What do you suggest?Joe, VP of Sales, Building Products IndustryDear Joe;Wow! If I used this term with my wife she’d probably take my head off but you have what is typically known as a high maintenance “Cry Baby Salesperson”This condition is known as “High Affliative Needs”. It can be a sales person’s downfall. We all have affiliative needs but for a sales person, if they become excessive, they can (read full article) |
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| Category :: Sales Management Articles |
Author :: Bob Champagne |
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| Article Title :: Stuck on Stupid ? (How Too Much Time Looking in the Rearview Mirror Can Set You Up for Failure) |
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| Don't Get "Stuck on Stupid!"Whatever your political bent, or your view of the American media, you’ve got to love the recent comments of Lieutenant General Russell Honore during the Katrina aftermath.When interrogated by reporters about Katrina-related mistakes and miscues, during the immediate aftermath of Katrina and the pending arrival of Rita, the Lt. General fired back with one of the best “in your face” rebuttals in media history. “You guys are STUCK ON STUPID!”, he said, “...and I’m not going to answer those questions!” Then, as only great leaders can do, he shifted the attention to what could be done NOW... going forward. In one short phrase, he showed (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Kids Shopping Cart Cars |
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| Certainly by now you have seen those new ultra-long SUV type shopping carts, where the kids sit in the plastic car in front and pretend to steer down the isles? They are excellent for Store Managers as it keeps kids from pulling items off the shelves. This causes unnecessary spillage, product loss and time to clean up the mess. Makes a lot of sense and the kids seem happy, stay out of the way and do not get run over by fast moving shoppers like you and I. Zooom!One thing you may not have thought of is that retail merchandisers are now putting kids type products on the lower shelves. And companies selling things that kids like pay to be on those lower shelves instead of only at the (read full article) |
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| Category :: Sales Management Articles |
Author :: Entjik Jeffrie |
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| Article Title :: Hiring Tips for Business Owners |
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| I have encountered so many rude customer service people over the phone. Those rude and impatient people shouldn't have been hired to be there in the first place. I learned over the years to only hire high quality people to run your company and business.If you hire the wrong kind of people to do the wrong kind of job, that’s when your business and company will suffer the consequences sooner or later. If you hire the right kind of people to work for you, your company will flourish and your customers and clients will want to do more business with you in the future.These are 5 qualities that you want the most from your employees:#1 HIRE ONLY HAPPY & POSITIVE PEOPLE! (read full article) |
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