 Category :: Sales Management Articles |
Author :: Jeff Hardesty  |
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| Article Title :: 6 Danger Signs You May Be Headed to Micro-Management |
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| 1) Do you monitor and manage tasks or do you identify and train to essential competencies?Do you want to know the big difference between due diligence and a core competency?Here's a classic example:Collecting 50 business cards per day is an act of data procurement, while training to a 60% conversation to appointment ratio is focusing on an essential component to ensure your sales team's success.Don't focus on accountability to tasks but enlighten to identification. It's much more important to teach your people the "business" of the business they're in.If you currently have your sales team accountable to tasks, then you're merely "managing" tasks. In orde (read full article) |
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| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
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| Article Title :: 5 Tips for Finding Your Core Competencies |
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| 1) Is it an essential component to your sales mission or just an ingredient in the recipe?List 10 actions, routines or tasks that are part of your sales day and considered essential components of your sales process.Now, ask yourself. How many of these are essential components to my sales mission are just ingredients in the recipe?Think about a professional golfer's essential competencies from tee-off to last putt. Is the ball and club a core competency, or is it the golf swing and putting stroke? What about a basketball player with the essential competency of passing, dribbling, and shooting?2) Can it be measured routinely and accurately?A Core Competenc (read full article) |
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| Category :: Sales Management Articles |
Author :: Paul Lemberg |
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| Article Title :: Tracking For Profits |
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| If you can't track it, don't do it.Every high-performance venture needs a tracking system. A tracking system with well-designed metrics lets everyone know how well they are doing relative to their commitments. It is a guide to whether additional or extraordinary actions need to be taken.It is one of the first things I set up with my business coaching clients because without a clear set of objective metrics it is hard for people to be clear about their results.Establish intentions for your project, figure out the critical success factors, determine suitable measurements for each, and set performance targets for those measures.For example, say your intenti (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Salespeople: Are You Playing Moneyball By Measuring What Really Counts? |
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| “Moneyball" is a book that came out recently about Billy Beane, General Manager of the Oakland A’s.It takes a close look at Beane’s successful stewardship of the team, noting that the A’s have had one of the lowest payrolls in baseball, yet they’ve racked up an astonishing number of victories, putting them in the playoffs several times.Beane and his staff are basically, numbers crunchers, quant nerds, if you will. They track every major league ballplayer according to certain performance categories.But their snapshot of a hitter isn’t based only on batting average, stolen bases, home runs, and fielding percentages. They look at on-base percentage, runs scor (read full article) |
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| Category :: Sales Management Articles |
Author :: Patricia Jones |
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| Article Title :: Auto Sales Training |
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| If you're a salesperson whose dealership has recently gone online, you're probably wondering about the best way to handle online customers. This new breed is entirely different, and dealerships everywhere are incorporating internet sales techniques into their existing auto sales training programs as a result.The internet buyer is much more discriminating than their offline counterpart. They are searching for added value, choice and much more than the best price.
Therefore, being able to turn their enquiries into sales should be the goal of all online dealerships. But how do you, as a salesperson go about this effectively?To begin with, a good understanding of today's intern (read full article) |
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| Category :: Sales Management Articles |
Author :: Terry Wisner |
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| Article Title :: Are You A Model Role Model? |
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| Sitting in hotels and airports provides ample opportunities to observe the world around you. As I sat in the lobby of a very nice resort, I couldn’t help but overhear the General Manager tell his staff to “have a great day and make everyone you contact have a great day too.” Make no mistake, that same discussion happens in nearly every hotel and resort in the world. However, the way this manager said it, and the way the people reacted, told me he was very sincere. He made his staff feel good about themselves and their mission. He was not only telling them what to do, his was showing them how to do it. He was being a good role model.
Managers, parents, peers, Partners, in fact every (read full article) |
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| Category :: Sales Management Articles |
Author :: Jason McKay |
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| Article Title :: Why Every Franchise Should Use Electronic UFOC Distribution |
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| In today’s world time is very important, if not everything. Time to prepare, time to market, time to close, time to roll out, and many other time related events can determine in great part whether a franchise venture is successful or yesterdays news. Franchises have been burdened, or perhaps mandated is a better choice of words, to comply with Uniform Franchise Offering Circular (“UFOC”) law for 25+ years. During this 25+ year period the UFOC has changed dramatically, and the legal bodies controlling its function and purpose have also changed, but one thing has remained constant over these years, and that is UFOC’s are expensive.They are very expensive to create, super (read full article) |
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| Category :: Sales Management Articles |
Author :: Kurt Mortensen |
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| Article Title :: Top 10 Attributes of Successful Sales Managers |
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| The Five Cs of Trust
Character
Competence
Confidence
Credibility
CongruenceThe Five Points of Presence
Charisma
Enthusiasm
Optimism
Empathy
VisionWhy do you suppose that the first major category deals with trust? The ability to gain and keep trust is a vital factor in being able to influence your team. Research has shown, time and time again, that trust is always a contributing factor in the ability to influence others. When a person trusts you, that trust alone can cause them to accept you. On the flip side, if your team doesn’t trust you, all the evidence, reasoning, facts or figures in the world won’t get them to b (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Gray |
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| Article Title :: How to Develop a High Performance Sales Team |
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| The basic elements of sales have remained the same for decades, for example prospects still buy on emotion, they may use logic to back up or reinforce the decision they have made, but they always buy on emotion. Everything a human being is involved with including purchasing whether privately or in the course of their daily work life is based on emotions. How did it go last time I did this? How did they treat me? Will they support me if things go wrong? How can I make sure I do a good job and I am seen to do a good job?.Alternatively the sales process, the elements of sales & marketing that are responsible for delivering orders to you, or prospects to your sales team has changed rad (read full article) |
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| Category :: Sales Management Articles |
Author :: George F Franks III |
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| Article Title :: Nine Points for Sales Excellence |
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| The heart of any successful business is a successful sales force. You can have the best innovation, technology, product, marketing, operations and customer services, but if you do not have an excellent sales force, all the rest quickly becomes overhead. While every sales force organization is different, there are certain key elements that different the average sales teams – no matter how small or how big – from the excellent ones.Training. The best sales forces spend considerable time training new people. They must know more about the product they are selling than anyone in the organization. They must be able to answer any question. And training is not just up front for t (read full article) |
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