 Category :: Sales Management Articles |
Author :: Will Turner  |
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| Article Title :: Seven Steps To Effective Delegation |
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| If you manage others, delegating is a critical skill. There are many excuses why people don't delegate, but there is one important rule of thumb. If you want to develop others and free yourself up for higher level tasks, you should consider delegating anything that someone else can do 70% as well as you.The fact is that it is highly unlikely that your staff will be able to complete a particular task or project as well as you at first. You probably have more expertise and experience; isn't that why you're the boss? If you want to grow your staff and your organization, however, you will need to develop additional skills and competencies in your people. Here are the seven steps to mas (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Brooks |
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| Article Title :: Sales Success or Failure - Whose Fault Is It? |
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| I was recently consulting with a very large, multinational firm. In their own heart of hearts - and, in their boardroom - they believed that they had a sales problem. And they do. However, the sales problem is merely symptomatic of a number of deeper issues that need to be addressed before any serious improvement can be made in their sales results.This scenario, however, is not rare. And it makes no difference whether the organization is large (this client sells $2.6 billion in the U.S. alone) or small, a "ma-pop," small business or entrepreneurial environment. These situations exist in all organizations. No matter the size. What is believed to be the problem is merely a symptom of (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Don't Tie A Rabbit To A Cow |
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| When I was first promoted to management, I had to make a very difficult decision.I had been the best salesperson on the crew, and Bud was number two. He and I vied for the management job, and the fact that I got it meant that he had to report to me.This irked him.So, when I recruited, trained, and launched the careers of new salespeople, Bud found a way to poke holes in their boats, to slow them down, to discourage them from challenging his sales supremacy.In essence, my new people never made a credible challenge to his informal leadership.He lorded over them, mostly nonverbally, with cold stares and by invading their work areas. I firmly believed he was (read full article) |
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| Category :: Sales Management Articles |
Author :: Ram Bhatia |
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| Article Title :: Invoke The Passion of Your Sales Staff and Drive The Revenues |
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| What are the similarities between the championship sports teams and revenues driving sales teams ?Passion!!!!!Sports championships are won by each player who is passionate about the sport he/she plays. They are driven by the passion to win, beat the best and be the best. Secondly, they are coached by the best coaching staff with similar passion. They are all “doers and achievers”. Being average is not acceptable to them.Similarly, the elite business/sales teams are passionate about selling.
They “enjoy” being with the customers, instead of sitting behind their desks and making proposals.These are “doers and achievers”.They collaborate wit (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: "No Phone Calls Please!" The Dumbest Recruiting Phrase, Ever |
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| Ah, we live in a world of emails and the Internet, and isn’t it easier than having real-time conversations with people?It may seem easier, but when it comes to recruiting, especially for call center positions, it’s absolutely essential to screen candidates by phone.Why?We need to hear their voices, because what we hear is what we get. We’re not hiring resumes; we’re hiring communicators.Specifically, telephone screening accomplishes these crucial things:(1) We can scope out the basic pleasantness or unpleasantness of their voices. If you can’t stand hearing that candidate’s voice, your customers will probably have the same reaction.(2) (read full article) |
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| Category :: Sales Management Articles |
Author :: Tom Richard |
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| Article Title :: Training Your Staff: 13 Things EVERY Employee Should Learn |
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| People buy from people; not from systems, pretty brochures or crafty verbiage.So if you want to boost sales, you need to make sure you have the right people selling for you! Your sales staff needs to be well trained to successfully represent your product and your company.Training your team DOESN’T mean restricting them to a rigid sales process or trying to assimilate them into the company! There’s no need to memorize silly systems and philosophies that you think will generate sales. Dry systems like that only produce unhappy, unmotivated employees and a high turnover rate (which leads to unsatisfied customers and fewer sales)Your employees’ motivations and me (read full article) |
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| Category :: Sales Management Articles |
Author :: Julia O'Connor |
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| Article Title :: The Paradox of International Trade Shows |
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| There is a paradox to an international trade show. And it has
two parts.THE FIRST?It is unique because it is foreign. If it’s your first show, it
should be a real adventure. If it’s your umpteenth overseas
trip, you may view it as a drag, or look at it as an opportunity
to maintain and expand relationships.THE SECOND?It is the same as doing a show in the US.Which is right? Both. How can that be? Because…..The principles of trade shows are universal. There’s a
practical understanding to the basics of trade shows – no
matter where in the world you exhibit. Of course, there are
the cultural nuances you must accept. Knowing wh (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: Sales Management and Leadership - They Aren't the Same! |
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| Today Sales Managers usually have two roles. First, they have to manage and administer the sales team. Second, they are also expected to demonstrate Leadership of the sales team. These are two different roles.Most Sales Managers are trained in the management and administration skills, but few are taught Leadership. They are simply expected to Lead – a very poor and risky strategy.I want to discuss General Leadership development first.Leadership – Setting Visions/Goals and then empowering and motivating others to accomplish those Visions/Goals.Some people demonstrate Leadership skills naturally. We saw them as we were growing up. They were the student (read full article) |
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| Category :: Sales Management Articles |
Author :: Hans Bool |
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| Article Title :: Sales Management and CRM - Setting up the Central Memory |
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| With the arrival of CRM, the sales process has changed.CRM became a new trends a few years ago. And with this concept of CRM (Client Relationship Management), also the CRM system was invented. A system that provided a standard in managing relations.The first aspect of such a system is that all relevant information about clients is to reside in a central database (or is to be centrally accesible); the central memory of the system and the collective memory for the sales force. This is a difficult step to achieve.Memory is essential in sales, but should you memorize everything? think that you have had contact with a client and he talked about his dog that was ill. Sudden (read full article) |
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| Category :: Sales Management Articles |
Author :: Angela Tidwell |
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| Article Title :: What is Sales Force Automation? |
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| Sales Force Automation, also known as SFA, is a technique of using software to automate the day to day business tasks of sales, including order processing, contact management, sharing information, inventory monitoring and control, order tracking, customer management, sales forecast analysis and employee performance evaluation.
SFA may be used in conjunction with CRM; however you should note that CRM (Customer Relationship Management) is not the same as sales force automation, they are in fact different terms altogether.The Sales force automation (SFA) application is able to provide businesses with much better results than they would otherwise have. When searching for Sales Automa (read full article) |
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