 Category :: Sales Management Articles |
Author :: Andrew Rowe  |
| |
| Article Title :: How To Stop Sales Lead Leakage |
| |
| Most companies have the classic problem of spending money on the marketing side of the fence in order to generate leads only to see that those leads are not followed up effectively by the sales team. This classic leakage of leads to unnecessary expense and definitely inhibits a company’s ability to accelerate its sales.If your company is experiencing this problem there is a solution, it’s quite easy for you to reengineer your marketing and sales process and connect the dots so that you don’t have any discontinuity between the functions that are generating leads and those who are supposed to follow up on them.Here are a couple of quick ideas on how you can stop the lea (read full article) |
| |
 |  |
| |
| Category :: Sales Management Articles |
Author :: Andrew Rowe |
| |
| Article Title :: How To Stop Sales Mis-Hires |
| |
| Just yesterday I had the opportunity to meet with a very seasoned CEO of a technology service provider who came to us in order to do a recruiting project for a new sales person. He came to us is because he’s gone through four sales hires on his own and none of them have actually produced anything for his company. As we sat down to talk about this he sheepishly admitted that this had cost him millions of dollars of lost revenue and opportunity cost as a result of not getting the sales hiring process right.This week I also had the opportunity to teach a course to a group of CEO’s on how to improve their sales hiring process in order to avoid mis-hires. Of the fifteen CEO’s i (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Andrew Rowe |
| |
| Article Title :: Six Steps To Sales Performance Management |
| |
| In today’s day and age a lot of senior managers and sales managers struggle with maintaining their top line growth performance because they neglect their fundamental duties when it comes to managing the performance of their sales team.If you want to take your team to the next level, consider developing a sales performance management system that includes the following elements;First of all, assess your current sales team to understand the performance of your individuals and objectively analyze which of your people are capable of producing their numbers and which aren’t, and then prune and tune that existing organization to make sure that you weed out poor performers and t (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Rick Johnson |
| |
| Article Title :: Sales Management and the Dealer Base |
| |
| Wholesale distributors involved with a dealer channel that serves the end user have unique challenges in sales management. Ideally, this dealer channel should be strongly aligned with their wholesale distributors. That means a sharing of common goals and objectives with accountability on both sides of the equation. Dealers are not customers. They should be treated as channel partners. That means the wholesale distributor must focus on what the dealer is selling and not what they are buying.Effective sales management in this channel includes planning sales growth, executing account strategies and using objective feedback to continuously improve performance and drive accountability. (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Jonathan Farrington |
| |
| Article Title :: Sales Management - What's Involved? Part 1 |
| |
| What any individual Sales Manager actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organisation of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if this position does not exist within their company.Essentially, however, the task of the Sales Manager is to produce revenue for their company through the operations of the sales staff for whom they are responsible. The size of this revenue, and the profit (however defined) which it should show, are usually predetermined in order to achieve the aims of company policy. (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Jonathan Farrington |
| |
| Article Title :: Sales Management - What's Involved? Part 2 |
| |
| Management SkillsManagement, and particularly sales management, operates on and obtains its results from the staff that are managed. This clearly puts emphasis on the behavioural skills required to promote good human relations and helpful attitudes. These skills are developed mainly from:-- An interest in individual needs and points of view- Readiness to direct time and thought to analysing attitudes- A sense of justice or fair dealing- Respect for the personality of othersTo enable the staff that are managed to develop their abilities profitably for themselves and their company good human relations alone are not enough. The manager has to define (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Tino Buntic |
| |
| Article Title :: Sales Managers – What Are Their Expectations Of You, The Sales Rep? |
| |
| Let's face it, one of the main reasons that you chose a career in sales, aside from the relatively high income potential, is the autonomy and independence that a sales job provides. Being in sales is the closest you can get to running your own business without actually being a business owner; from generating sales leads, to meeting with clients and closing sales, to budgeting, to time management, to business meetings, and to traveling. But, in the end, it still isn't your own business even if it feels like it. You still are an employee of a company and you still have a boss – your sales manager.Your sales manager wants you to be accountable because in the end, if you don't make y (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Julia O'Connor |
| |
| Article Title :: US Trade Shows ARE Different - Notes for Foreign Firms |
| |
| According to Julia O’Connor, president of Trade Show
Training, inc. (TSTi) there are three universal components to
any trade show, anywhere in the world – promotion,
presentation and logistics. "While it seems simple", she
said, "there are both subtle and major differences in shows
in the US and other countries."Promotion - marketing - is probably more universal,
especially now with the Internet, said O’Connor, but
presentation – the sales component – is more affected by
culture and business expectations."Americans are viewed as loud and aggressive. Even as we
expand globally, we understand we must be more
relationship-oriented. We find it hard (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
| |
| Article Title :: Adopt the 'T' Method to Sales Performance Improvement |
| |
| What’s your approach to sales training? Do you have a process that defines which sales performance competency to train to and what impact it will have on selected performance silos if the training objective is successfully met? Or do you rely on ‘field feedback’ not associated with actual performance numbers and related ROI to decide where to put your training dollars?Here’s a simple blueprint to gain more revenue in less time while maintaining fiscal accountability to the ‘Top-floor’.At JDH Group, our go-to-market strategy is to understand a sales organization’s revenue goals and define what key results are needed in performance improvement. To illustrate i (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Elizabeth Morgan |
| |
| Article Title :: Sales Performance Management |
| |
| Sales management is an integral sub-system of marketing management. It translates the marketing plan into marketing performance. Sales management is hence described as the muscle behind marketing management. The sales manager in a modern organization holds a multitude of responsibilities. He has to plan, direct and control the personal selling effort of the firm. His task does not stop with the achievement of sales quotas. He is also responsible for bringing in the required profits. In addition, he is also responsible for creating the desired image for the company and its products. In fact, a modern sales manager has to do marketing rather than mere selling.His firm expects him to (read full article) |
| |
| |
| |
| |
| Prev 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 [32] 33 34 35 36 37 Next |
Article Categories
