 Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman  |
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| Article Title :: Want Sales? Take-It-Or-Leave-It Pay Plans Should Get-Up-And-Go! |
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| I was chatting with a national sales manager for a growing company who expressed interest in attracting top sales and management talent.When I asked him about the compensation he offers, he detailed a plan that consists of a super-low, guaranteed salary plus reasonable commissions, based on performance.Then, I probed to determine what alterative pay plans he had in place, and he seemed shocked at the question.“This is our plan,” he emphasized.I went on to tell him that what he outlined is incredibly unattractive to someone of high caliber, and he should come up with more exciting alternatives, if he is sincere about attracting top talent.It amazes me (read full article) |
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| Category :: Sales Management Articles |
Author :: Don Price |
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| Article Title :: How To Develop Higher Levels of Emotional Effectiveness For Greater Sales Success! |
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| Everyday, people dismiss the role that emotions play in the cold hard reality of today’s business as well as in our personal lives. People’s excuses for acting irrationally come from focusing too much on feelings. Let’s be honest – the coldest, hardest truth is that, like it or not, emotions play a major role in every area of our lives and wishing it wasn’t so accomplishes nothing.Emotional Effectiveness is what keeps you in balance for achieving, manifesting and reaching higher levels of performance in all areas of life.Often you hear people refer to highly successful people as having emotional intelligence. A term used by many leading researchers to describe a (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Clothes May Make The Man, But Debt Makes The Salesman! |
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| Thank your lucky stars that you live in an era in which it is taken for granted that you’ll have a lot of jobs in your career.I say this because you’ll get a chance to be influenced by a number of managers and business owners, and each one has lessons to give. One of my early bosses was a graduate of the University of Chicago, a philosophy major, no less, and his insights, especially into human behavior, were a treat.One day, we were chatting and he said, “Gary, do you know how to make an average salesman good, and a good one, great?”Of course, I was clueless. “No, Jim, how?”“You put him into debt.”Naturally, he supported this stark and u (read full article) |
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| Category :: Sales Management Articles |
Author :: Will Turner |
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| Article Title :: Five Tips For Hiring The Right Salesperson |
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| Are you ready to make the right hiring choices? According to a recently released survey of 16,000 businesses nationwide, Manpower reported that hiring will improve in the fourth quarter of 2003. Specifically, the staffing company found that 22% of companies expect to hire more staff in the last quarter of the year. If you plan to hire any salespeople, you’ll want to avoid some common hiring mistakes.Hiring salespeople can be particularly challenging. When you think about it, it makes sense. Salespeople are good at selling and sometimes you can be sold a bill of goods. In any hiring decision, it’s easy to make a mistake. In sales, your odds of hiring the right person are 50/50 a (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: The Evolution of Sales --- Review |
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| “In theory there is no difference between theory and practice. In practice there is a huge difference.”Lone Wolf – Lead Wolf --- The Evolution of Sales is a book about practice that has been tested in the crucible of real life experience. It was originally intended for field sales representatives who worked in the wholesale distribution industry. As the book developed, it now speaks to sales representatives in all industries whether they are field sales, inside sales, or counter sales representatives. It even speaks about lessons that managers need to know in this new century.Each chapter is a story, and some of them have case studies and other activities to help t (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Elements Of A Successful Sales Performance Management System |
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| The components of a successful sales performance management system include first of all having well defined revenue plans and revenue and margin objectives. Often times, this includes having bookings objectives for your individual sales people. Having well defined sales territories relating to those targets. And of course, having a strong, well documented plan, in terms of who your target markets and customers are within your territories.In addition to having a revenue plan, other components of the sales performance management system include a job description that is expectation based where the outcomes are clearly defined are very important in terms of overall requirements for su (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Recruiting & Hiring Sales & Marketing Superstars |
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| Let’s talk about how to recruit top sales & marketing talent. There are lots of people who get into sales and marketing for the wrong reasons. So there are a lot of people out there who actually don’t have what it takes in order to be successful at sales and marketing.Some of the most important things when it comes to finding good sales and marketing talent are, first of all, having a good system and process for recruiting. Second of all, knowing what to look for in good sales and marketing talent. Third, knowing how to get the word out to broadcast and promote your company to people who have the talent that you need. And fourth, how to actually make them a part of your team. (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: How To Manage Poor Performing Salespeople |
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| Taking swift corrective action with poor sales performers is the key to any sales manager’s responsibilities. Nowhere is it more important than in sales to quickly take action when a sales person is not hitting their revenue targets. Management’s job is to diagnose and detect the underlying reasons for a sales person not performing and to engage in corrective action in order to correct the behavior, the activity or the results as necessary. Often times, sales managers are too slow to recognize when a sales performance issue is coming to light and waits and hopes that a sales person will sell themselves out of a slump. Only through active engagement with the sales person can sales mana (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Smart Managers Promote Sales Rivalries |
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| To be a successful manager you have to devise ways to bump sales up to a higher level, sustain them, and then do it again and again.This requires resourcefulness and an astute use of psychology.Smart managers realize at least a few things:(1) Money is a motivator, but once a seller reaches a certain peak, it’s hard to use money, alone to get him to soar even higher.(2) Status is a potent motivator, and as a reward, it costs surprisingly little. And the prospect of losing one’s status, is also a motivator.(3) Most salespeople are competitive individuals. A manager has to channel this drive constructively, or it will be expressed destructively, jeopard (read full article) |
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| Category :: Sales Management Articles |
Author :: Will Turner |
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| Article Title :: What's Your Loyalty Quotient? |
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| If you're the boss, you should be concerned with your Loyalty Quotient (LQ). Your LQ reflects how dedicated your staff is to you. Since most people don't leave companies, they leave bosses; your LQ will make the difference between having a motivated and dedicated staff and having a group of employees who keep their resumes dusted off at all times. Your goal should be to build solid relationships with your employees based on mutual trust and respect. They don't have to love you, but they do need to feel like you're fair, competent and supportive.The higher your LQ, the more likely you will have high achievers who are willing to do whatever it takes to get the job done. On the other (read full article) |
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