 Category :: Sales Management Articles |
Author :: Nicki Weiss  |
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| Article Title :: 3 Secrets That Set The Context For Sales Success |
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| In today’s competitive environment, every organization is trying to improve sales results. In every company, the most important – and vulnerable – link in the success chain is the performance of their people. As a sales management trainer and coach, I see that managers across every industry fail to take a hard look at the capacity of their people to provide the service -- whether it’s to internal or external customers – that puts them in a league apart from the competition.As a sales manager, you can set the context for your team to pull ahead, or ‘breakaway’ from the competition. Context sets the tone and often determines the meaning of events and actions. In bus (read full article) |
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| Category :: Sales Management Articles |
Author :: Nicki Weiss |
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| Article Title :: The Boss from Hell: Quick to Criticize, Slow to Praise |
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| So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch.Jamie is a hard-working, cheery, full-of-ideas kind of manager. She leads two high-functioning teams who support each other very well. So why does Jamie come to work with a stomachache every day? Why does her staff often feel paralyzed? It’s because Jamie’s boss, VP of Client Services, finds fault every day with Jamie and her team members. He seems to go out of his way to criticize. When the VP is away, the group functions like a well-oiled machine. When he is there, they gossip, avoid tough problems, and try to make themselves invisible.As a d (read full article) |
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| Category :: Sales Management Articles |
Author :: Nicki Weiss |
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| Article Title :: A Coach's Handbook For Sales Managers |
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| This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section “About the Author”.Quote of the month: "A leader is the relentless architect of the
possibility that others can be."
Benjamin Zander, Conductor of the Boston PhilharmonicSales organizations have access to more or less the same resources.
They can draw from the same pool of salespeople in their niche or
geographic area, and they can all learn the same sales or
management tools and techniques.Yet some organizations perform at a high level and other stay at
the bottom of the heap. What accounts for these gaps? I believe two
words answe (read full article) |
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| Category :: Sales Management Articles |
Author :: Nicki Weiss |
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| Article Title :: Free to Succeed: Effective Sales Leadership Using A Coach Approach |
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| About 2 years ago, I participated in a training program I'll never forget. The leader divided us into two teams. Each team's task was to fire a whack of darts into each number on a dartboard. The leader of Team A was given instructions that his team had to hit the numbers in a certain sequence. He then related the sequence, number by number, to his team.The leader of Team B was told that her team could hit the numbers in any sequence. Her task was to encourage and motivate us (I was on Team B) to achieve.We fired away. Team B won. Team A complained about their rules and that Team B won because we were free to hit any number in any order. They felt that the resu (read full article) |
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| Category :: Sales Management Articles |
Author :: Nicki Weiss |
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| Article Title :: Stop Drowning: Nine Strategies For Managing Your Priorities |
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| I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager.
Susan is also exhausted.Her day is packed with conflicting priorities, all demanding her time. She goes out on calls with her sales team, trying to motivate and develop them; she deals with endless phone calls and e-mails and interruptions; she fights fires; launches new products; participates in cross-functional team meetings; and mediates conflicts in schedules and resources. Susan also tries to have a full life outside work, which means dealing with the family commitments, volunteering, and bookclub.To Susan, every task is a priority, and she can’t k (read full article) |
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| Category :: Sales Management Articles |
Author :: Nicki Weiss |
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| Article Title :: How to Keep Projects From Spinning Out Of Control |
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| Are you involved in projects that seem to go nowhere in a hurry?Change usually happens in an organization through projects, which can take many forms, and may not always be called projects. The easiest to recognize is the traditional type, with a beginning, middle and end, such as the launch of a new product or the implementation of a system. Other projects involve developing people and are ongoing, without easily identified phases.The key to keeping projects from spinning out of control is to know the roles that you and others play. Although individuals can play more than one role, it is critical that they clearly understand which role they are occupying at any one time, a (read full article) |
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| Category :: Sales Management Articles |
Author :: Nicki Weiss |
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| Article Title :: Change in Sales Organizations Starts with Me |
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| Question: What do the following have in common?- I spend a lot of time spinning my wheels and not getting very much done.- I am continually frustrated with the performance of my sales team.- Why can’t my sales team be more independent thinkers? They come to me with EVERYTHING!Answer: These statements reflect people who are continually frustrated with the same problem. They are stuck and their problems can probably be traced back to making Big Assumptions.Making assumptions about yourself or others, without checking them out, can diminish your effectiveness.Now, there are assumptions . . . and then there are Big Assumptions. A Big Assumption (read full article) |
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| Category :: Sales Management Articles |
Author :: Nicki Weiss |
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| Article Title :: It’s Time For A Sales Management Revolution |
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| Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month, tightly controlling teams, and constantly reacting to emergencies. There has to be a better way.Are you satisfied with the way your life as a sales manager is turning out? Is it giving you all that you wanted? If not, perhaps it’s time to make a revolution. Here are some revolutionary ideas you might consider:1. THINK THREE TO SIX MONTHS INTO THE FUTUREWhat you want to accomplis (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Do You Really Want Local County Contracts? |
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| If you really want to secure government contacts at the county level; there is a lot more than just getting on a list and bidding on a solicitation. Government even at the country level is a little corrupt and insider-ish. You can complain about the evils, backdoor deals and wasting of tax payers money or you can remember that the imperfect system is run by humans and what goes on in generally what should be expected. No difference than the shenanigans of the Catholic Priests.First you need to know who the County Board Of Supervisors are. It is important for you to know the local county supervisors representing your area by name. It is equally important for them to know yours. Yo (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Franchise Sales; Recruiting of Laid Off Employees |
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| Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations are working to cut payroll costs. Almost all of these people have absolutely had it with corporate life; they feel burned and unappreciated. They realize that there is no such thing as job security. If a franchiser sales team gets the lead in time, they may still have good credit. If not, these laid off employees will have spent their savings on family crisis type emergencies and day-to-day living expenses. They will have either taken a job (read full article) |
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