 Category :: Sales Management Articles |
Author :: John Tallitsch  |
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| Article Title :: The Traits of Great Sales Leaders |
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| The key to sales performance is the quality of an organization’s salespeople. That includes, and starts with, having a great sales leader. But, what makes a great sales leader? There isn’t a single extraordinary defining characteristic. But, there are common traits and practices.A profitable growth focus is the foundation of the great sales leader’s operating approach. Sales strategies are built around acquiring and retaining business. The strategies are particularly defined, disciplined and resolute. Losing revenue (and therefore growth) that was hard fought for is unacceptable.An ability to energize and inspire sales resources to achieve high performance stand (read full article) |
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| Category :: Sales Management Articles |
Author :: Tim Stokes |
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| Article Title :: How to Increase Sales and Profits Without Spending a Cent! |
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| Ever heard of something called "conversion rate". You may have but are you measuring it all the time, or are you just guessing what it might be?If you don't know what conversion rate means you're missing out on the most powerful strategy there is in the world to increase sales, without spending a cent. Plus, by increasing your conversion rate your net profits always go up!So what is conversion rate?Conversion rate is the difference between how many call, walk in or contact your business and then how many of them end up buying. For example, if you had 10 phone calls to your business and you took their name and phone over time you simply track how many of them actually (read full article) |
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| Category :: Sales Management Articles |
Author :: Dave Wells |
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| Article Title :: How To Hit Your Sales Targets in 2006 |
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| This time of year many business people are looking ahead to next year with optimism and determination to make record revenue targets. It’s as if by turning the calendar from December to January somehow all things will be great and obstacles that seem too big this year will magically disappear. Well if this year didn’t quite match up to the expectations, intentions and well wishes for a great 2005, here are 5 tips that will help you develop opportunities for your sales force.Define the meaning of the word “lead”. Take your best sales reps and clearly define the definition of a qualified lead. What types of companies should you go after? Who should your sales team be mak (read full article) |
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| Category :: Sales Management Articles |
Author :: Jacques Werth |
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| Article Title :: Execs' Top Priorities This Year: Acquiring & Retaining Customers |
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| Accenture recently published the results of their global study of Executive Priorities for 2004. Selling - acquiring new customers - is Priority 1, and Selling - Retaining Customers - is Priority #4. Selling is clearly a major concern among company executives.Acquiring and retaining customers is usually a major priority - that isn't news. Top salespeople are in great demand - that isn't news, either. What would qualify as real news? If more CEO's succeeded in developing a highly competent sales force.Most CEO's have no idea what it takes to sell in today's marketplaces, and their Sales Managers only think they know. Most sales managers have been placing their hopes in gettin (read full article) |
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| Category :: Sales Management Articles |
Author :: Jacques Werth |
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| Article Title :: Sales Force Follies: The Tribal Wisdom of Many Sales Forces |
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| The tribal wisdom of the Dakota Indians, passed on from one generation to the next, says that when you discover you are riding a dead horse, the best strategy is to dismount.In many sales organizations, the heavy investment in existing sales practices makes dismounting unfeasible, and these creative strategies are adopted instead:1. Providing motivational seminars, tapes, and group sessions, to encourage riders to stay on their dead horses longer.2. Threatening riders with termination when they can't get their dead horses moving.3. Providing riders with stronger whips.4. Determining how more successful organizations ride their dead horses. Then, adapting (read full article) |
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| Category :: Sales Management Articles |
Author :: Jacques Werth |
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| Article Title :: Selling and Managing National, Global, and Major Accounts: It's Probably Easier Than You Think! |
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| Over the years, I've observed a couple of things about salespeople and managers charged with penetrating and managing Major Accounts. They experience additional pressures, reflective of the higher sales quotas and dollar volumes expected of them. They also mistakenly believe that distinct selling strategies are required to sell into key accounts. All of the principles of High Probability®Selling are completely compatible with Major Accounts Selling.These principles greatly improve the effectiveness of most salespeople at every level when selling to major accounts. These same principles apply to sales managers when tracking, supervising, and coaching salespeople. Here are some of t (read full article) |
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| Category :: Sales Management Articles |
Author :: Wendy Weiss |
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| Article Title :: 5 Training Tips for Sales Managers |
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| How do you get your sales team solidly behind your telephone sales campaign and telephone sales goals?Here are 5 Training Tips for Sales Managers:1. Identify your goals• Identify the goal of your telephone sales campaign.• Identify the goal of every telephone call your team will make. (These may differ from your overall campaign goals.)• Know the difference between your campaign goals and your individual telephone call goals. (For example, if your team is making calls to set new business appointments, the goal of the call is the appointment. The goal of the overall campaign is to gain new customers.)2. Communicate your goals• Make s (read full article) |
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| Category :: Sales Management Articles |
Author :: Frank Rumbauskas |
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| Article Title :: A Standardized Company Sales Plan - Good Idea or Bad? |
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| I came across an article today that explains how companies can successfully
implement a company-mandated sales plan and be sure that all of the salespeople are following it.I found the advice given in that article to be deeply disturbing to me, especially
since it is new and not from a twenty-year-old book from the old school of selling.The essence of the article is this: Companies that intend to implement a new sales
plan must make it mandatory, must hold the salespeople accountable for following
it, must let the salespeople know that managers will inspect to make sure the new
plan is being followed, and that role plays should be done in training sessions to
te (read full article) |
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| Category :: Sales Management Articles |
Author :: Ike Krieger |
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| Article Title :: Success Tip #48 - Boost Your Business Batting Average by 20 to 50% |
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| Let's take a look at how a baseball statistic can improve your business bottom line.I love baseball. I find the history of the grand old game fascinating.Baseball history and baseball lore are based on the personalities of individuals and on more than a century’s worth of statistics.First, bear with me, especially you non-baseball fans, while I explain one of the statistical components called “batting average”. Batting average is a tool for measuring a player’s relative success at hitting a baseball.Hitting a baseball at the professional level is difficult at best. A player’s batting average is determined by the number of safe “hits” divided into (read full article) |
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| Category :: Sales Management Articles |
Author :: Eharbor Marketing |
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| Article Title :: Elements of a Tradeshow Display |
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| Just like any advertising, an effective tradeshow display can make or break your trade show sales or conversions. Depending on the type of trade show, an effective trade show exhibit can utilize a variety of techniques and equipment. The right size, configuration (inline, peninsula or island exhibit) type of trade show booths, (pop up displays, modular panel systems, or custom exhibit) graphics, trade show counters or podiums) and literature or literature racks, can have a dramatic effect on the number of people who visit your trade show booth, sign up for your services, take your literature, or just walk by hardly noticing you.No trade show display is complete without an eye catch (read full article) |
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