 Category :: Sales Management Articles |
Author :: Marcus Peterson  |
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| Article Title :: Scalp Pimples |
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| Scalp pimples or scalp acne are not always the same as garden-variety skin pimples. The scalp is, of course, skin, but scalp pimples usually involve the hair follicles, which get inflamed. The disorder can vary in nature and comes under various scientific names, but basically they all result in small, itchy pustules that are usually first noticed while combing or brushing of hair. Such pimples get infected in no time at all and become a major problem.The cause of scalp pimples is not clear. In certain cases, micro-organisms such as yeast, mites and the dreaded staph bacterium that often thrive in the uniquely suitable host environment of the scalp can lead to scalp pimples. In such (read full article) |
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| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
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| Article Title :: Why Consider 'Sales Prospecting' as a Sales Management Training Course |
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| The last thing a sales manager wants to do is to go through a certification course in ‘Sales Prospecting’. They’ve been there and they’ve done that, or they’d not have been promoted to a sales manager level. After all, that’s up to the sales rep. That’s why they are hired on. In fact, I recently asked a Vice President of Sales in a competitive industry if he’d be open to looking at a ‘Sales Prospecting System’ for his sales managers his remark was “That’s what we hire sales reps for. If they don’t do it, we fire them and find some that will.”Well, by definition, I guess that’s fair. Because if you take a look at any outside sales representative j (read full article) |
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| Category :: Sales Management Articles |
Author :: Nick Pollice |
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| Article Title :: Employee Management: How Do You Want To Be Treated? |
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| "A leader is best when people barely know that they exist, Not so good when people obey and acclaim them, Worse when they despise them.When a leader fails to honour people, People fail to honour them.But, of a good leader who talks little and listens well, When their work is done and goals are fulfilled, People will all say, we did it ourselves"Loa – Tzy.I believe that most employees at their core are very similar. Regardless of race, gender, age or religion, most have certain things in common. If we are to be a successful manager, it is imperative that we understand the human elements that allow us as managers to stay “on top of our game”. That is, under (read full article) |
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| Category :: Sales Management Articles |
Author :: Kurt Mortensen |
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| Article Title :: The Use of Attraction Will Empower Your Sales Team |
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We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. We have probably all met someone whom we instantly did not like and did not want to be around. This is caused by a lack of connectivity and usually takes only a few seconds to manifest itself. The Law of Connectivity states that the more we feel connected to, part of, liked by, or attracted to someone, the more persuasive they become. When you create an instant bond or connection, people feel comfortable around you. They will feel like they have known you for a long time and that they can easily relate to you. (read full article) |
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| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
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| Article Title :: 10 Tips to Increase Your Referral Ratio |
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| Tip # 1
Discipline Yourself to a Routine of ‘Asking’Here’s something profound. The reason most of us do not get referrals on a routine basis is because we do not ask for them on a routine basis. Well, it’s almost that simple. What would be the upside on your year-end W-2 if you asked for 2 referrals from each of your new customers? Let’s say you average 6 sales per month. That would be 12 referrals per month or 144 per year. Conservatively, you close half of those warm leads. Multiply 72 by your average revenue per sale. Then calculate your commission percentage off the total revenue sold. Now ask yourself if you can afford not to ask for referrals on a rou (read full article) |
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| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
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| Article Title :: How to Double your Sales Appointments in Half the Time; Part 1 |
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| Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue…there are only three ways to do it:1. Increase the number of new sales2. Increase the amount per sale3. Increase the frequency of sales per accountIf you look at the first step in increasing our revenue, you see it involves finding new sales. How do we do that? We set more appointments. In other words, you must start your sales process more often over a week, month and year.Now you can do that one of two ways. You can call on more people or you can convert more initial conversations to appointments. The second is the onl (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: How to Develop a Master-Planned Sales Plan |
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| Perhaps you have driven past the road signs for new developments proclaiming they are "Master-Planned". Maybe, you live in one. Master-Planned Communities usually incorporate extensive recreational amenities like lakes, golf courses, and expansive parks with bike paths, and jogging trails. The original planners may even incorporate office parks and hotels/motels into the community's plans. This balanced plan enhances the value of the properties and makes them more valuable and enjoyable to live and work in.The Sales Planning QuestionIf you stepped back with me for a minute and took a bird's eye view of your sales plan, would it be considered a Master-Planned Sales Pla (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: The Forward Thinking Sales Manager Begins with the End in Mind |
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| If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking them one at a time, moving forward each step toward the sales close. Essentially, you want to begin with the end in mind which Steven Covey suggests as the second habit of successful people.Too often a sales manager loses track of the importance of the sales process and focuses on the activities. I remember when I was selling copiers how the sales managers’ focus was only on my sales activities. This tyrant of a sales manager challenge (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: Automate Sales and Start a Revolution |
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| Sales Management can learn by example from Henry Ford. Almost a hundred years ago Henry Ford revolutionized an industry. This allowed the Ford Motor Company to gain market share that remains strong today. Although Henry Ford didn’t invent the automobile, he did create the assembly line. The assembly line concept continues to thrive today. With today’s computer and software technology, sales management can do similar things in sales. The basic concepts and principles are the same. If you adopt these ideas you can increase market share in your industry.Sales Management Must Start With a Proven Sales ProcessAt the Ford assembly line, there is a sequence of automobile (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: It's The Sales Process That Sells, Not the Salesperson |
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| If your sales team doesn’t follow a sales process, you’re losing sales. When sales management focuses on the process of sales and monitors the path salespeople take for each sale, they increase the success rate. Salespeople can get lost in the hectic world of sales reports and activities. When salespeople focus on the stages of the sale and what the next step is, they win more deals.When sales people lose sales, does this mean they were lost? The words “lost” makes one think that they lost their way along a path and something happened. In reality someone else may have stolen the order from them.When I was a kid my mother would put 25 cents, carefully wrapped and tied (read full article) |
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