 Category :: Sales Management Articles |
Author :: Hans Bool  |
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| Article Title :: Sales Management and CRM - Digging Into the Memory |
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| ...An important step in organizing CRM based sales management was to build up or gather this (central) memory so everybody could use it… The memory started to be an issue.From every part of the organization, different client addresses and different product history -- some clients bought product X with one sales unit and product Y at another office –- were gathered.The problem of distributed client data became visible when CRM started to be a topic. In order to manage relations, you first need to figure out the history of the client relations. Do we know this client, what has he or she bought, and most of all – mining in the data -- what is the client behavior? (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Try Finding Salespeople With Charisma |
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| I was watching a movie last night, one of these very standard horror flicks, and there were two female leads.One is conventionally pretty. You look at her and see no obvious flaws. She could appear in an ad in Seventeen Magazine, and fit right in.The other lead isn’t pretty in any standard sense. Sexy, is closer to the mark, but not because she has any particular physical characteristic one would associate with that term.She is just more interesting, magnetic, or what you could call, “watch-able.”My guess is we’ll be seeing a lot more of her in forthcoming films, and much less of the pretty one.Glenn Close, a very watch-able actor in her own righ (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Sales Managers: Get Your Team Up For The Game! |
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| If you’re a sports fan, or an athlete, as I am, you know when you or your team are “flat” and are just phoning-in their performances, and when they’re juiced, and ready to go.It makes a crucial difference in sports, as well as in selling.In both situations, we have to get up for the game, and if you’re a sales manager, it’s your duty to psych up your players before every engagement, whenever possible.As a former sales manager, and as a sales coach and consultant, I advocate having frequent sales meetings for this purpose. Meet, greet, and motivate your people before every shift, if they sell from inside.If they’re outside sellers, try to arrange f (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Never Hire A "Maybe" Salesperson |
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| Here's a key idea when you're hiring sales people. The title of this is called: If the Answer is Maybe, than It's No. How many times have you gone through the process of hiring a sales person and you just weren't sure? You've gone through several sets of interviews, you've brought your team together, you've asked all the right questions, you've gathered all of the sales history performance from their past. Maybe you've even taken them through a sales aptitude test or some sort of profile but there's still something about the candidate that just makes you uneasy. You've even maybe checked their references and of course, everybody's references check out perfectly, but for some reason, (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Use CRM To Run Sales By Numbers |
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| Running sales by the numbers. In today's day and age it's very easy for you to establish to gain great visibility over your actual sales activity using modern CRM systems. We've deployed CRM systems like Salesforce.com for many different clients. They allow us to quickly establish a dashboard that gives us accurate accounts of all calling and customer proposal and visitation activity. If you run your sales by the numbers and look at that activity on the daily and weekly basis, it's very easy for you to quickly see what patterns are emerging in your sales team performance and act accordingly in terms of zeroing in on corrective actions that need to be taken with individual team members (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Sales Process Integration & CRM |
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| Let's talk more about sales process and integration with CRM. Lots of companies fail to see the connection between developing a well defined sales process that's repeatable and scalable and the actual recording of sales activity, tracking and forecasting of sales results in a customer relationship, management or CRM system, also known as sales force automation or SFA. In today's day and age, a company cannot afford to deploy a CRM system without first spending the necessary time in order to define their sales process. Likewise, other companies that have well defined sales processes, to the extent that they don't do a good job of customizing their CRM systems--to integrate with that sal (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Best In Class Sales Organizations Provide Extensive Sales Training |
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| What is your company doing to provide ongoing sales training to its sales team? Many companies assume that when they hire sales people that are already trained they don't need to invest in ongoing training. This is a big mistake. We see the best in class companies continuously working with their sales people to sharpen their saw and keep themselves at the top of their sales game.Sales training should become an ongoing part of your investment by sales management in upgrading and improving the skills of your sales force in order to stay competitive, learn new techniques, adapt to changing sales realities, and keep an open dialogue going between sales management and its people on h (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: Marketing by Prospecting |
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| Marketing by Prospecting™ - a system of using marketing tools with prospecting skills.It is a strategy designed primarily for the small to medium sized business that doesn’t have a large marketing budget. Also, for divisions within large companies that simply don’t get the big marketing dollars.Marketing by Prospecting first involves preparing the variety of marketing tools we use to grow our business. Then, the means we use to get these marketing tools in front of our potential customers is Prospecting skills.Because the lines between Marketing and Prospecting tend to blur quickly, why not just face facts - our Marketing work requires Prospecting skills -hence (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Don't Waffle On Terminating Non-Performing Salespeople |
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| We have a client that just terminated the sales person after 10 months for non performance. Why did it take so long, you ask, to terminate this person? Well, the client was very interested in making sure that it did everything possible to work with this sales rep in order to enhance their performance. But in retrospect, it should have been about 4 months ago or so that the client fired this person. The reason why it hung on was because the company was waiting and hoping that a different result was going to come by just providing some more time to the sales representative. What's the key lesson here?It is when you can see that a sales person's not performing and that you can se (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Managing Sales Mavericks |
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| Managing the Sales Mavericks. All of us have experienced top performers on our sales team who consistently produce the highest sales numbers, but also produce the most disruption for our organizations. These people which I call mavericks, can have a huge impact on bottom line for your company, but they also can be a big drain on your organization. Often times, these mavericks won't follow the company's policies and procedures when it comes to sales process, selling methodology, reporting forecasting, using your CRM tools, etc. What do you do with these mavericks and how to you manage them to a better result?There are certain companies that are willing to accept this kind of beh (read full article) |
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