 Category :: Sales Management Articles |
Author :: Dave Kahle  |
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| Article Title :: Myths of Sales Management: The Entrepreneurial Salesperson |
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| I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, free to develop the customers they chose with the products they wanted.And for a couple decades it had worked well. The business grew and expanded. More entrepreneurial sales people were added, and the model was duplicated over and over again.So far so good. But then the growth in sales began to slow down. Three flat or declining years in a row has caused this company president to question the status quo. Not only is busi (read full article) |
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| Category :: Sales Management Articles |
Author :: Mike Myatt |
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| Article Title :: Is Business Formulaic? |
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| You can either engineer your business by design or let it evolve by default. While the choice is clearly up to you I would strongly suggest the former over the latter. Creating a formulaic approach to business is not only logical, but it is without question the best practices approach.Some would argue that business is very fluid and that too much structure stifles creativity and entrepreneurialism. While the previous theory makes a good sound-bite, it has been my experience that those executives who use it as their mantra don’t foster creativity, they create chaos and disruption. It is never a question of whether structure and process work, but a question of whether it was design (read full article) |
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| Category :: Sales Management Articles |
Author :: Jonathan Farrington |
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| Article Title :: Traversing That Bridge Between Sales And Management |
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| When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.The salesperson’s primary working relationships are with customers. However the sales manager’s is with the sales force i.e. his subordinates.Essential Attributes Include:Successful Salesperson:- Personal drive (Ego).- Needs to win battles (Individual sales).- Able to work alone.- Persuades customers to see his/her point.- Needs selling skills, personal skills and knowledge.- Able to work away from the office.- Works well with people and n (read full article) |
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| Category :: Sales Management Articles |
Author :: Jonathan Farrington |
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| Article Title :: Why Do So Many Potentially Good Sales Managers Fail? |
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| Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude concentrate on making sales rather than investing in themselves in order to become Top 5 % players and eventually most become disillusioned, resulting in a significant dip in achievements levels.The knock-on effect of this is that good Level 2 salespeople who move into management, take with them an underdeveloped view of selling – a Level 2 orientation and as consequence they help to create or maintain an unrealistic and short si (read full article) |
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| Category :: Sales Management Articles |
Author :: Claude Whitacre |
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| Article Title :: Salary Or Commission - Which Is Better? |
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| Years ago, I had a conversation with a friend who was thinking of getting a job in sales. He asked me which I thought was better, Salary or Commission. This was my answer."Here's what a salary is: an agreement between you & your employer that they will pay you a certain sum per hour. Let's say $10 an hour.
Your work will make your employer much more than $10 an hour, or you'll lose your job. So the agreement is; Your employer will pay you the FIRST $10 an hour that you earn for him. and he keeps the rest." Friend- What do you mean 'The rest'?"
Me- "If you get paid $10 an hour, but you generate less than $10 an hour in profits to your employer, how long do (read full article) |
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| Category :: Sales Management Articles |
Author :: Kurt Mortensen |
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| Article Title :: Gain Willing Cooperation |
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| Reward Power refers to the ability to deliver rewards or benefits to influence others. These can be financial, material, or psychological rewards. Reward Power is the fastest way to persuade.This power is the opposite of Coercive Power. With Coercive Power you punish, and with Reward power you offer incentives. Reward Power is based on utility, which is an understanding that in every transaction there is a potential for exchange. Basically, utility power recognizes that there is always something I want and something you want. We can meet each other's needs by swapping what we have for what the other wants. Prizes are a form of utility power. They are a way to reward peop (read full article) |
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| Category :: Sales Management Articles |
Author :: Kurt Mortensen |
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| Article Title :: Influential Authority |
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| Power is situational. In what situations do you have the most power? When do you have the least?Authority by Public OpinionAuthority by public opinion is when a person has power or authority not directly because of their experience or expertise, but simply because they are held in high esteem by the public or by public outcry. An example of this is how scholarly or academic journals are more likely to publish articles of people who are fairly established and somewhat renowned within their respective field as compared to one who is virtually unknown. A really interesting study involved taking previously published articles written by (read full article) |
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| Category :: Sales Management Articles |
Author :: Kurt Mortensen |
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| Article Title :: Positional Authority |
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| Those who have authority based on the position they hold in the community have Positional Authority. This includes your boss, the U.S. President, or a police officer. A landmark study conducted by Stanley Milgram at Yale University illustrates just how powerful Positional Authority can be. In his experiment, Milgram had some participants pose as "teachers," while others portrayed the "learners." The "teachers" were told they were going to help the researcher test the learning levels in the "learners" by giving progressively more intense shocks each time a "learner" answered memory questions incorrectly.Of course, no real shock was administered, but (read full article) |
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| Category :: Sales Management Articles |
Author :: Virden Thornton |
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| Article Title :: Is Using Past Success As A Factor In Hiring A Mistake? |
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| A sales candidate’s resume will tell you about the sales experience of an applicant and other work related information that might impact performance in the sales position you have open. If the candidate’s smart, the resume will also highlight past successes in glowing terms. However, just because it is written in the resume, doesn’t mean what is written there is true or that the candidate can repeat the successes that are listed or attain the performance levels again for you. What is vital for you to learn in selecting a candidate for an open sales position, is how well a candidate will perform in a job like the one you are trying to fill. Often a employment interview will never eve (read full article) |
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| Category :: Sales Management Articles |
Author :: Virden Thornton |
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| Article Title :: The 8020 Rule Fallacy In Sales |
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| The 80/20 rule in sales is not a myth. Believing that it is inevitable and that all sales organizations or service industry professionals must live with 80 percent of their sales team members selling only 20 percent of the products or services is the fallacy!The articles in my series of submissions to Ezine Articles were basically written to help sales managers, representatives and service industry professionals to eliminate the literally hundreds of sales and sales management myths that lead to an 80/20 configuration of their sales force in the first place. If you have read a number of these articles you learned that developing a 100 percent producing sales team starts with hiring (read full article) |
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