 Category :: Sales Management Articles |
Author :: Don McNamara  |
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| Article Title :: Superior Sales Management Coaching The Successful Blending of Process and Content |
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| Executive OverviewLong before coaching became a recognized niche of and by itself, there was a long-standing belief in many sales organizations that coaching of employees was a fundamental 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 cog on the sales manager success wheel. But what has happened since?Days of YoreIn the early years of my sales career it was a mandate from upper management to managers throughout their respective organizations to learn coaching skills and employ them regularly. It was a (read full article) |
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| Category :: Sales Management Articles |
Author :: Don McNamara |
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| Article Title :: Shifting the Sales Compensation Paradigm |
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| Executive SummaryHow do you protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease. Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. Solving this issue may take creating a new paradigm for sales representative compensation.Longing For the Good Old DaysIt was like a feeding frenzy when business was booming, backlogs were steadily increasing and customers were paying regularly. Just like the stock market, everyone was chirping ‘go baby go’. But times have changed; no doubt your business plan has changed (read full article) |
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| Category :: Sales Management Articles |
Author :: Don McNamara |
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| Article Title :: Romancing The Clone |
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| As everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked turn into career limiting habits. Years ago upon starting my professional sales career I was extremely fortunate to have as my first sales manager a superb teacher, mentor and coach.We’ll spend some time discussing what made Bill (a pseudonym for the real person), so effective at what he did.At the outset, let’s be clear about it; Bill was there to make sales, no ifs ands or buts (read full article) |
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| Category :: Sales Management Articles |
Author :: Hans Bool |
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| Article Title :: What's on The Menu Today? |
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| A restaurant is good example of a “company” that is dealing with the dynamics of consumer demands.There are 545,000,000 search results (Google) for the term restaurant. Overture provides 100 different occurrences of restaurants that are most related to a location (New York, Washington, Baltimore, etc) or to a Type of Dish like Italian, Greek, etc. There is also a combination of both (Chinese restaurant New York). The keyword for Overture signals nearly 10,000,000 searches per month (for the word "restaurant" only).Once you have started your culinary outlet you have chosen for both the location and the dish. The next question is; what is on the menu? This is a question al (read full article) |
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| Category :: Sales Management Articles |
Author :: Tom Varjan |
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| Article Title :: Nine Hidden Dangers Of Wasting Your Time, Effort and Sanity On Nickel-and-Dime Cheapstake Buyers |
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| There are some buyers out there who understand value but there are many of them who understand only price. A few years ago when I was doing a course for my Certified Management Consultant accreditation, I had some debates with one of the instructors. He kept saying that my idea about value was a delusion, and the reality of consulting was the number of hours I spent working with the client. His idea was that clients must be able to derive huge value from my services, but I could only get paid for the number of hours I actually worked because of the obscure nature of "value".I may be wrong, and unlike him, I don't have an MBA, but I believe if the client derives huge value from my h (read full article) |
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| Category :: Sales Management Articles |
Author :: John Stanley |
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| Article Title :: How to Get the Most Out of Best Sellers |
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| Each product category in your store has a best seller. This product will not necessarily be the cheapest or lowest gross profit item, but it will be the favourite product purchased by your customers in that category. You can use this to your advantage if you introduce some simple management strategies…1. Identify the best sellers in each categoryTo take advantage of the best seller concept, you’ll need to know the best seller in each category. For some categories, for example beer, the best-selling product will probably stay the same throughout the year. For other products, such as fruit in a greengrocers, the best-seller will change with the seasons and you will need to (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: Persistence at the Start Really Pays Off |
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| When you finally start a system of prospecting you expect everything to function like clockwork. You develop your wording and practice it until you know it cold. You determine how many calls you need to make per week and also when you will make them.As you go about this process you also know that you will not always accomplish your goal with each prospect on that first contact but you know that now, with a system, your success rate will be a lot better than in the past.Then you start out those first couple of weeks and find out that you aren't ready for retirement yet. Everyone is not buying your products as you expected them to.You are disappointed and think about (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Clone Your Best Salesperson Today! |
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| Whenever I do sales and telemarketing coaching, one of the first questions I ask is who is your top seller, what is he or she earning, and who is in second place?Invariably, there is one lead dog, and the rest of the pack lags far behind her.To me, this is a dangerous situation.What happens if she leaves, is stricken by illness, or is otherwise incapacitated? Your sales will plummet, overall, and you won’t have a strong apprentice who can do her headlining act, so to speak.More significant, are these problems, when there is only one sales leader:(1) That person defines what great performance is, and that may not be the very pinnacle of potential achiev (read full article) |
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| Category :: Sales Management Articles |
Author :: Rick Johnson |
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| Article Title :: Can Your Superstar Sales Person Become Your Superstar Sales Manager |
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| Finding the right person to fill the sales management role is a common quandary in wholesale distribution. It can be especially challenging when a decision is based strictly on sales territory performance without regard for the specific skill sets required to lead a sales force.. 2005 has been a good year in wholesale distribution with some industries recording double digit growth rates. With market cooperation like that, most sales people are smiling as they hit or exceed their quotas. Deciding on the right sales person to promote to sales manager can become a difficult and risky decision..“We need a new sales manager. Let’s promote Tommy, he’s our leading producer in field (read full article) |
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| Category :: Sales Management Articles |
Author :: Marvin Himel |
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| Article Title :: Managing Your Prospects: Funnel Management as a Critical Component to Your Success |
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| Bob Fitzpatrick was one of the most intense managers I have ever met. When he hired me at Lanier, he interviewed me from 7:30 a.m. until 5:30 p.m. After the interview I went home and collapsed in the bed. Three months after Bob hired me I was the number one salesperson in his Southeast Region.One day he flew into Panama City, Florida from Atlanta to ride in the field with me. His visit was unannounced so I just followed my regular schedule for that day. It was a Tuesday and our first stop was at one of my prospects that had a copier on trial. The prospect was the Pinnacle Port Condominiums twenty-six miles from our office. When we walked in the door I was greeted by the receptionis (read full article) |
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