 Category :: Sales Management Articles |
Author :: Nick Arrizza, M.D.  |
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| Article Title :: Management: Becoming A Self Aware Leader |
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| To be a leader means not only to be in charge of others it also means to be in charge of one's self!Although this may sound like an obvious statement you might not be surprised by how many so-called "leaders" behave as if they are on automatic pilot. That is they are unconscious of the choices that they are making.What do I mean by unconscious?Well I'm referring to making choices that are driven by deeply held emotional factors that were largely learned from early life experiences. Such behaviors are often "imprinted" into one's nervous system as a result of failed or traumatic emotional experiences.When this happens to an individual they develop what I have te (read full article) |
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| Category :: Sales Management Articles |
Author :: Don McNamara |
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| Article Title :: Breaking the Financial Justification Logjam |
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| Does your sales force seem to be treading water on certain sales opportunities? Is the same information coming to you each month when you ask penetrating questions about prospects? Does it appear progress moving an account to closure is bogged down? You say ‘there must be a way to break this logjam.’ You feel just as stymied as your sales representatives. You wonder what moves to make and how to do them. Maybe a new (or revisited) approach is in order and an additional step or two needs to be taken.Try to remember how many proposals you have submitted that just seemed to go nowhere. They died a slow death. You know they were well received; yet they fell on the shoals of i (read full article) |
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| Category :: Sales Management Articles |
Author :: Don McNamara |
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| Article Title :: Ball of String Sales Supervision |
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| How many times have you hired a new sales person and because he or she was experienced and successful somewhere else, they understand how to be successful in your organization? Moreover, did you take for granted that the new salesperson understood what was expected of them on the very first day they began with you? And unfortunately sometime later discovered they do not have your company’s sales process, policies, procedures and prices well understood?In many ways you vest authority to your salespeople to make instantaneous decisions when in the customer and prospect presence. Unless your salesperson is fully knowledgeable (and that means tested in some fashion) about how it i (read full article) |
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| Category :: Sales Management Articles |
Author :: Don McNamara |
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| Article Title :: How to Retain Top Sales Talent |
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| Of constant concern in senior management ranks is the turnover rate of their sales members. If your goal is to stabilize the sales team, improve their performance and retain your top performers, then you will want to read on.Understanding why sales people leave is critical. It is not money! In fact studies validate that money is way down the list of why sales people leave. Sales people leave when a whole set of other factors come into play and make the job of achieving their goals difficult to reach. Therefore to retain the staff of sales performers that make the difference, management must institute fundamentally sound sales management practice, as we will see.The Startin (read full article) |
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| Category :: Sales Management Articles |
Author :: Don McNamara |
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| Article Title :: Piloting the Hiring of Top Sales Performers |
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| Without question the most critical skills in sales management are recruiting, selecting and hiring the best sales representatives. Yet why do so many sales managers come up short in these vital skills?If your goal is to land a top sales performer, then you might want to compare how flying a plane is like picking a superb sales person.Filing Your Pre-flight PlanWhether a novice or veteran you are trained as part of your certification and licensing process that the first step is to file a flight plan. In it you identify your route of travel, time of anticipated departure, time of expected arrival and other pertinent information such as yours and any other passenger na (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Sales Cycle Reduction Equals Sales Acceleration |
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| Sales Cycle Reduction Equals Sales Acceleration. What would it be like if you could reduce the time it takes you to close orders from new customers by 10, 20, or 30%? Think about how a reduction in your sales cycle could lead to rapid improvement of your sales results and your revenue generation. Many companies neglect to take time to analyze their sales cycle and look at ways to reduce it…which can be done by more clearly defining their sales process and looking for areas to eliminate lengthy steps or delays.Best in class companies are constantly analyzing their sales cycle and their sales process to look for areas of duplication of effort, missing links in the hand off betwe (read full article) |
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| Category :: Sales Management Articles |
Author :: Andrew Rowe |
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| Article Title :: Sales Opportunity Management: The Key To A Sales Turnaround |
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| Does your company need a sales turnaround? As we enter the new year, it's a great time for us to take a fresh look at our sales performance in our companies and take action to turn around those aspects that we're not satisfied with or which are lagging behind our expectations. Putting together a sales turnaround plan for your company can be done fairly quickly and fairly easily.The first thing is to pull together key opinion leaders in the company, not just from sales and marketing, but are from outside and other departments, such as finance, operations, product development, etc. and to ask yourself, "What is it that we can do to improve our sales? How can we rally the whole com (read full article) |
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| Category :: Sales Management Articles |
Author :: Don McNamara |
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| Article Title :: Sales Citizenship |
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| Executive OverviewExperienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. There are two fundamental reasons they should select incoming sales representatives who have sound social skills.Making You at EaseSales managers know those who can communicate effectively and put others at ease are prone to be liked by their customers and prospects. Generally this translates into more orders that are usually more profitable. Customers like doing business with friendly, cordial, respectful professional people. Additionally, there are significant other reasons fo (read full article) |
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| Category :: Sales Management Articles |
Author :: Don McNamara |
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| Article Title :: Send Me in Coach! |
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| At one time there was a long-standing belief in many sales organizations that coaching of sales representatives was a fundamental sales management responsibility. Moreover, every professional sales trainer you spoke to, every textbook you read and every sales manager who had several years of experience would verify that coaching was a fundamental spoke on the sales manager success wheel.In the early years of my sales career it was a mandate from upper management to sales managers throughout their respective organizations to learn coaching skills and employ them regularly. Furthermore, it was a requirement that they share the wealth of experience and knowledge gained with those th (read full article) |
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| Category :: Sales Management Articles |
Author :: Cheree Dohmann |
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| Article Title :: Jewelers Maximize Profits using Jewelry Store Software |
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| Devising a way to know your customers better and how to anticipate their needs is paramount in the life of your jewelry business. This information will help you determine where and how you should invest your money.
Knowing what inventory to purchase, what kinds of auxiliary services should you provide, if any, how to differentiate your business from your competitors, and how to create customer loyalty can increase your profits substantially. This knowledge can be gleaned from information gathered about your customers. Here’s how....
Data pulled from a customer database, created with jewelry store software, will provide you with crucial up-to-date information allo (read full article) |
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