 Category :: Sales Management Articles |
Author :: Steve Martinez  |
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| Article Title :: Why You Want to Torment Prospects and Customers? |
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| Is your sales team good at sales tormenting? Before you answer this question, let’s define what the objective of sales tormenting might be. When I think of tormenting, what comes to mind is a series of small actions that when added up, break down the opposition so they award us what we want. While this might seem cruel and unusual, we can not deny the effective nature of its application.Is this a sales strategy you want your sales team to duplicate? This strategy is used on us each day. When we enter a political season we find ourselves watching candidate commercials to the point we don’t want to watch television. It happens when marketing departments have this as a prime objec (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: Why Experience Doesn't Guarantee Success in Sales |
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| There are reasons some sales people with lots of sales experience never make it to the high ranks for sales success? Have you hired someone who seemed like they would be perfect for sales because of an out going personality and good looks? Yet, when these individuals are put into sales, they just don’t make it. Certainly there could be many reasons for lack of success. One factor to consider is that instead of years of sales growth, they have months or years of the same experience and never grow beyond the basics of sales. Some of them just don’t know how to pick clients. Some will limit their success with the same activity day in and day out.Here is a question for you, if the (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: How to Create A Vision For Sales Success |
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| Imagine you’re on a crowded company bus. It is a dark rainy night so you can’t see outside. The bus is on a winding mountain pass. You notice the bus driver is not sure where they are going and both the headlights and wipers aren’t working. As scary as this may sound, it is exactly how some sales people feel with directions from sales management.If a company has a united vision for growth, everyone works better together. Unfortunately, many companies and organizations choose not to share a vision for growth. When this occurs, the sales team has no direction and must determine where and how they will find customers. If they don’t know where they are going, any direction will (read full article) |
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| Category :: Sales Management Articles |
Author :: Daryl Des Marais |
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| Article Title :: Building Your Sales Team for greater Success! |
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| As a small business owner it may be hard to find and attract the right employees. Many variables may change, the labour market, the level of experience in the marketplace or finding the right specialty skills. So how can you have the right mix of people for greater success?The answer is you need a defined plan of the position, skills and experience required. However it is not always that simple in finding the most successful employees that will propel your company further and achieve greater goals.If it was that simply than everyone would be doing it.The following are 3 important things that larger companies do when executing a strategic plan to find the right employe (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: The X Factor in Sales Management |
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| Do you know how to apply the power of the X factor for Sales Management? The X factor is the simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this equation to sales contacts, they are released from the bonds of time and energy.The power of X in mathematics takes advantage of multiplication. In computers, we use the X to signify the multiplication of something. Sales management can apply the same power when a sales team is allowed to multiply their sales efforts instead of simply adding single efforts over and over again. The difference between addition and multiplication is the difference between success and med (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Sales Manager and the Phone Book Prospecting Trick |
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| You know there are still some sales managers out there who instead of insuring proper amounts of qualified leads for their sales force will instead throw a new salesman or woman a darn phone book and say good luck, there is the phone? Oh great the new salesperson thinks.Now-a-days you cannot call people on Do Not Call Lists, so instead these phone books only work when calling government white page listings or yellow page business sections. Which if you company sells to businesses seems to work okay.Unfortunately the sales managers who do this make a few mistakes because each salesman ought to know a little something about the industry sector they are calling on first. I can (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Fake Sales Calls from Competitors; Note to Sales Managers |
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| Have you ever been shopped by your competition and they call up and ask questions and you put a salesperson on it to see if they can answer all their questions and turn the incoming call into a sales call. They ask all sorts of questions and your sales person answers to the best of his ability, even often kind of over stepping company policy bounds of the information given to hopefully make the sale and not sound rude?Well imagine how the sales person feels after he figures out the hot prospect is nothing more than a dirty rotten competitor trying to trick them? Imagine how upset you are when you find out the sales person just told him about 4-5 of your newest accounts and some dea (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Sales Management and Cold Calling Programs |
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| Most people who are in sales do not really like cold calling much and I suppose that makes sense, yet if you are very knowledgeable about the industry for which you are calling you should not worry much and actually come to enjoy talking to like minded business folks. Indeed you may find they actually enjoy talking with you.Having been in the franchising business for a decade or more, we always helped set up marketing campaigns in the new franchisee’s territory and some of the marketing was geared towards cold calling various companies to offer our services.We were in the cleaning business, mostly transportation stuff; trucks, car lots, buses, auto auctions, fleets and car (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Tracking Your Sales; The Sales Managers Most Valuable Tool |
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| If you are a sales manager you need to have the company and the front line workers always ask customers who come in and buy; How did you discover our company. Have you ever filled out a customer survey and there is always a box or lines to fill out which ask; How did you hear about us. This is most essential for marketing purposes, but even more important it can be a sales managers greatest and most valuable tool.Tracking your sells and how they come in is one of the most important things a business can do and it is difficult to track too. But knowing this can help you better target your sales teams on where they can do the most good. Where they can focus their efforts. This is why (read full article) |
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| Category :: Sales Management Articles |
Author :: Steve Martinez |
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| Article Title :: Sales Management by the Numbers |
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| If you ask me how much Bobby will sell this month, there is only one way to tell. It isn’t by what Bobby wrote on his forecast sheet. However, with the right information, this is an equation I can get into. If we run the sales activity numbers, we can pretty accurately determine where Bobby will end up this month, quarter and year. As the numbers and ratios change so will the final results. This can be exciting, when we are interested in managing sales and our business through sales activities.Sales activity numbers are an important indicator of success and failure. The problem associated with calculating sales activity is that many salespeople and sales managers don’t keep tra (read full article) |
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