 Category :: Sales Management Articles |
Author :: Alan Rigg  |
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| Article Title :: Sales Commission - What Return Should You Expect On Your Sales Compensation Investment? |
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| This article answers the following questions:
How do most companies look at return on investment (ROI) for their sales compensation expense?What portion of sales compensation expense do companies allocate to managing existing accounts versus pursuing new accounts?Do most companies expect their salespeople to generate new, additional gross profit each year that is equal to or greater than their compensation?
One conclusion I have reached after working with many different kinds of companies is that there is little commonality in how they establish the desired return on investment (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: P.A.P. The Basics of Pipeline Management |
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| Pipe Line Management is fundamentally, a time management problem. It begins with answering the following questions.• Are there alternatives to a sales person spending the majority of their time doing demand fulfillment tasks?• How much time should be spent on maintenance accounts?• How much time should be spent on prospecting?• Do you have a plan for account qualification?• What is your company’s value proposition?• What is your competitive advantage?• Do you have a penetration strategyStart with BalanceHere’s what should happen….there should be a balance in every field sales person’s territory between pr (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Management - How to Define Your Company's Sales Job - Part 1 |
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| Wouldn't you agree that every sales job is unique? Aren't there significant differences in products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? Given these many differences, how can you accurately define the parameters that will produce success in your company's sales job?The questions asked in this article do not identify every possible factor you should consider as you analyze your company's sales position(s). However, reviewing these questions should spark useful thoughts concerning desirable salesperson characteristics. At minimum, if you carefully consider each question, you will become (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Management - How to Define Your Company's Sales Job - Part 2 |
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| Here are seven additional factors to consider as you define the parameters that produce success in your company's sales job. If you are a salesperson, you can also benefit from considering these questions, as they can help you identify target prospects and further refine your sales approach.9. Administration
Which sales job functions require attention to detail? (Examples include making accurate forecasts, providing timely updates to the corporate CRM system, analyzing customer records to determine sales strategies, and ensuring regulatory compliance.)
Some companies have support personnel that perform ad (read full article) |
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| Category :: Sales Management Articles |
Author :: Scott Morris |
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| Article Title :: Want to Earn More Profits |
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| It's a simple yet common question, "How can I make my business more successful?"Success can mean a lot of different things to a lot of different people but when it comes down to it, the success of your business should only be measured by one thing - profit.At the end of the day, it's not how many people came in to your store or phoned in. It's not even how many widgets you sold. At the end of the day, what truly matters is how much of a profit you made.It would make sense then that your efforts focus on profit as the end result. With that in mind, there are only three strategies to increase profits for your business.1) Increase the dollar size of each order (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: The Sales Force of the Future: It's Not About Selling |
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| Jeff Gitomer coined the phrase at a recent convention: "It's not about what you are selling, it's about what the customer is buying."In reality, the customer is not buying your product, he is buying fulfillment for a need. Salespeople need to diagnose customers' business needs and create solutions that help improve customers' business performance. What is the customer really buying? Thomas Winninger, America's marketing strategist states it simply with the following examples:"BMW doesn't sell cars, their customers buy a driving experience.""Kodak doesn't sell film, their customers buy a magic moment.""Hertz doesn't rent cars, they get you out of the airport fas (read full article) |
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| Category :: Sales Management Articles |
Author :: Tom Richard |
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| Article Title :: Getting Motivated and Getting Results: How to Build the Right Sales Staff |
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| What can you do to motivate your sales staff?Absolutely nothing.I know it sounds contrary to everything you’ve come to believe, but if you want a team of great salespeople who get results, understanding this is the first step.Every human being has internal factors that determine his/her success. Therefore, there are two types of people: those who are internally driven to succeed, and those who aren’t. No matter how hard you try, you will not be able to arbitrarily influence these internal motivating factors.Now maybe you’re having a hard time believing me because you once held a contest or another promotional event that seemed to r (read full article) |
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| Category :: Sales Management Articles |
Author :: Don Price |
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| Article Title :: How To Communicate Your Sales Message So Buyers Take Action Now! |
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| Wouldn't it be great that every time you made a sales presentation, write a letter, send your sales literature or place an ad that you knew, with some certainty, that you could get your prospects to take action and respond to your offer?Well, to put it bluntly, it's not that difficult if you simply apply the basics of marketing. Unfortunately, marketing is one of the least understood and arguably one of the least underutilized, course of action, in business today.Marketing has and will continue to make the difference between the survival and extinction of a business today. Treading our way into the future with the overwhelming velocity of day-to-day change in this wildly unp (read full article) |
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| Category :: Sales Management Articles |
Author :: Tim Hagen |
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| Article Title :: Creating Daily Success With Your Sales Staff |
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| We’ve all had the superstar sales rep, who hits their quota every month and doesn’t need any hand holding, and we’ve all experienced the less experienced type that isn’t sure how to fill out a call report, much less make a cold call. Both can bring good results to the table if they are used effectively. Managing these staff members well is critical to the success of any sales team. By asking the right questions it will allow you to address the problems they are encountering on an everyday basis.First, ask yourself, “who has the problem?” Most staff fall into one of two categories. They are either over or under achievers. Most good sales teams, the majority of reps (read full article) |
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| Category :: Sales Management Articles |
Author :: Tim Hagen |
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| Article Title :: Being a Good Coach |
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| Every sales manager or director knows that they have to spend some time training and working with their staff so they continue to improve, however frequently managers get so caught up in their own schedules that they neglect coaching for other duties. When you’ve got new staff, that isn’t a good idea. Whether experienced or not, all reps need polishing from time and time depending on their level of skill. It takes time and energy, but the results in the long run, are worth the time put in. Below are some tips to become a better coach for a new team:Be sure to make time for coaching. Set up a weekly meeting with each rep to see how things are going and ensure that they are (read full article) |
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