 Category :: Sales Management Articles |
Author :: Brian Lambert  |
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| Article Title :: The 7-Roles of Highly Competent Salespeople: Role #6 - The Effective Manager |
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| A “role” is defined as the characteristic and expected social behavior of an individual. We all play many roles in life, such as parent or salesperson, and it is not difficult to see how this sense of the word role is related to its meaning in theater, where a “role” was played by a character.All of these factors have a significant negative impact on self esteem, professional self image and consequently resilience in the face of adversity. In short, without a clear definition of the roles you are to play, the amount of work you are to perform and how these roles intertwine, you may end up like the other thousands of salespeople a year who do not make it in the pro (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Increase Your Pipeline: Deploying the Cost Effective Sales Team |
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| Based on my talks with local executives, indicators point toward our getting back to business. Many companies that were taking a wait and see stance on Sales are now beginning to once again invest in selling.As we all know from the go-go days, deploying a new sales team takes significant investment, especially if the sale cycle is lengthy. When venture investment was pouring in, I saw scores of companies spend months building and investing in a sales infrastructure before a single call was made! Their new sales VP would first start his search for regional managers who would subsequently recruit field reps. And then, after the grand sales kick off, it was 6-9 months before the first (read full article) |
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| Category :: Sales Management Articles |
Author :: Ron Foss |
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| Article Title :: Leverage Sales Management with Emotional Intelligence - What is Your Lasting Imprint |
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| Sales management careers should be fulfilling and fun and I have had the wonderful opportunity, or in fact privilege to sales manage and influence sales people. I see sales management as one of the most important obligations and responsibility of any sales leader. I have always tried to sales manage and lead with more emotion and passion for each individual as an individual and not just an instrument for generating profits.Social theorists and academics have suggested that the beliefs in people, their intellect, abilities, emotions and ethical values are the core of our social existence.One of these theorists is an individual by the name of Dr. Clayton J.C. Lafferty who had (read full article) |
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| Category :: Sales Management Articles |
Author :: Ron Foss |
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| Article Title :: Leveraging a Sales Person's Motivation |
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| Sales people who have clear objectives, the required competencies, and a supportive working environment still require a level of desire, willingness and positive thinking to complete tasks or sales activities in order to optimize performance. This state of willingness could be restated as motivation, the mental game or the internal forces that affect the outcomes, intensity and perseverance of a sales person’s voluntary behavior.Sales Managers need to evaluate each sales person’s motivation, skills and the thinking supporting them due to shifting corporate goals and competitive threats. Given that there is a broad range of individualistic practices within the sales population, (read full article) |
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| Category :: Sales Management Articles |
Author :: Valerian Dinca |
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| Article Title :: Looking Inside of Your New Business |
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| Starting a home business is like putting together a jigsaw puzzle. You're facing a pile of scattered pieces and it may be a little uncertain where to begin.
I think that the best way to begin is by taking a look inside yourself: at your talents, abilities, interests, and personal motivations.
1. Make an objective list of your talents and abilities.
Ask friends and family what they think you're good at doing. You must be skilled in your field; whether it's computer programming, selling, cooking, baking, etc.
2. Make a list with activities you enjoy.
This often will point to natural skills and abilities, and can be directed into business ideas.
(read full article) |
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| Category :: Sales Management Articles |
Author :: Dave Kahle |
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| Article Title :: Sales Management Myths: Entrepreneurial Salesperson |
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| I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, free to develop the customers they chose with the products they wanted.And for a couple decades it had worked well. The business grew and expanded. More entrepreneurial sales people were added, and the model was duplicated over and over again.So far so good. But then the growth in sales began to slow down. Three flat or declining years in a row has caused this company president to question the status quo. Not only is busi (read full article) |
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| Category :: Sales Management Articles |
Author :: Tom Richard |
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| Article Title :: Sales Meetings: Let Your Staff Do the Work and Get the Results You Want! |
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| Are YOU as frustrated with your sales meetings as your sales staff is?You fill the agenda with administrative crap, a bunch of whining and some pseudo-motivational words you picked up from somewhere. You give your staff a budget update and some suggestions on how to improve sales in the week ahead.What about your sales staff? What are THEY doing?Listening? Getting motivated to make some sales in the upcoming week?I doubt it!The problem is that you are speaking TO your sales staff instead of communicating WITH them. If they are an important part of the sales results, shouldn’t they play an important role in the meeting?The Plan (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Management - How to Stop Wasting Expensive Technical Resources |
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| Do your salespeople have unlimited access to your company's technical resources? Do they take technical experts with them to first meetings with prospects? Does your management team make CONSCIOUS DECISIONS to allocate technical resources to opportunities, or do salespeople make those decisions on their own?How often does this happen?An excited salesperson contacts his or her sales manager and alerts them to a new opportunity. The sales manager assigns a technical expert to visit the prospect with the salesperson. The salesperson and the technical expert drive (or fly) to the prospect's location and spend days or weeks analyzing the prospect's situation. They perform (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Sizzling Sales Contests Offer Three Prizes |
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| The good news about conventional sales contests is that there is a big winner, and generally, that person is very, very happy.The bad news is that everyone else is a loser.If you have a sales leader, someone who just keeps beating the pants off of everybody, then there’s no suspense left, the moment you announce a contest. From that instant forward, every other member of the sales team is yawning, scratching his head, murmuring, “Why bother?”Now, isn’t that the exact opposite emotion that we want? Contests are supposed to motivate, electrify, focus people; not to make them more apathetic than before. But that’s the tendency of winner-take-all competitions. (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Selling Is A Performance Art |
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| I spent one whole day in the vacuum cleaner business.And it was long enough—to learn one of the best lessons.The fellow I was attached to for my training day was a rumpled dumpling. He was the exact opposite of what you’d expect the company’s top salesperson to look like. He wasn’t cleanly shaven, didn’t speak well, and appeared in every single way to be pathetic.He drove an ancient Chevy sedan with torn seats. If this guy was a moneymaker, a top earner, number one in commissions, then I was Superman, or so went my teenage thinking.We knocked on doors, until someone answered.Soon enough, a housewife straight out of Stepford, greeted us. He aske (read full article) |
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