 Category :: Sales Management Articles |
Author :: Dave Kahle  |
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| Article Title :: What's a Professional Sales Manager? |
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| I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn't have my usual number of proposals out for consideration. So, I wasn't as busy as usual. As my activity slowed, I began to worry. My doubts increased to the point where I had thought myself into a real depression, stuck on the question of "What's the use of trying?" The more negative my thoughts became, the less energy I had. My lack of energy led to fewer and fewer sales calls, which of course, led to less activity. And that led to more depressing t (read full article) |
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| Category :: Sales Management Articles |
Author :: Dan Strakal |
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| Article Title :: To Increase Your Sales and Revenue Make Sure To Add Value |
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| What are you and your company’s services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth and value and to set a baseline value for the contributions you bring to the table. To illustrate, following is a simple example based on a company that provides training to other companies:Terry Trainer will develop and deliver from scratch a one-time 4-hour workshop on teamwork. Estimated time for design and development is 20 hours. Prep time is 2 hours. Delivery time is 4 hours. Post-delivery time is 4 hours (evaluations, follow (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Recruiting - Why Performance-Based Recruiting Produces Top Sales Performers |
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| Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates have a minimum number of years of sales experience.When my customers' recruiting ads and job descriptions include these types of knockout factors, I like to have a little fun with them. I say something like:
"(Name), imagine that I have two candidates for your sales job opening. One of them has both the college degree and the five year (read full article) |
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| Category :: Sales Management Articles |
Author :: Alan Rigg |
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| Article Title :: Strategic Selling - How to Sell Strategically |
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| If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?The starting point for strategic selling is figuring out a) which customers produce the bulk of your sales, and b) what they are buying. Armed with this information, you can strategically plan how to increase sales.Critical Data ElementsIf you want to sell strategically, you need to have access to specific data elements. Plus, you need to be willing to perform data analysis.Which data element (read full article) |
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| Category :: Sales Management Articles |
Author :: Maria Boomhower |
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| Article Title :: Beyond the Golden Rule |
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| There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people.
This is taught in sales 101, because the need to connect with the people to make the sale.However if we realize that we are always selling ourselves to others for cooperation and mutual benefit, it goes a long way to greater understanding and connection.Dr. Tony Alessandra, noted that we need to take
the golden rule of "Do on to others as you would like to be done onto." And move that one step further to
the platinum rule "Do on to others as they would like you to do unto them."It is important to remember that w (read full article) |
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| Category :: Sales Management Articles |
Author :: Douglas Hanna |
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| Article Title :: How To Have A Successful Retail Sales Event |
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| In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was “how can I make sure I have successful sale?” While there are no hard and fast answers to this question, there are some guidelines you can follow to maximize your chances of that sale being successful.First, if your store is in an area with fairly frequent rains (or snows), do not, and I mean, do not have a one-day sale. You put in a lot of work preparing for and advertising a sale and what could be more depressing than sitting in your store for 12 hours on your sale day watching the rain come down and no customers come in?Second, make t (read full article) |
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| Category :: Sales Management Articles |
Author :: Mark Dembo |
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| Article Title :: Make Time, Not Excuses |
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| There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)Recently we were presenting this information in a workshop on Prospect Management, when one of the participants raised his hand and said: “That’s great. But you just don’t understand. We spend so much of our time having to service our existing clients and putting out fires, there’s no way to have that much time for prospecting and all this other stuff.”Sound like something you face?We understand, because we’re out there se (read full article) |
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| Category :: Sales Management Articles |
Author :: Douglas Hanna |
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| Article Title :: How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools |
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| You’ve probably heard of focus groups. It’s a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call “clue hunting.” For example, I once sat through a series of focus groups on a new camera-related product. After three focus groups, we were able to pretty well conclude there wouldn’t be much of a market for this particular product, and the idea was dropped. The three focus groups probably cost this advertiser around $5000 vs. the hundreds of thousands of dollars that would have been wasted had they put the product into manufacturi (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Willard |
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| Article Title :: Leadership Lessons for Sales Managers |
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| Leadership, like class, is hard to define, but easy to spot.Someone once defined management as “the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization.” Managers get results by establishing goals and working with and through people to achieve those goals.As a manager, your success depends on your ability to:• Find and attract career-oriented men and women who have the knowledge, skills and attitudes to do the job, who are motivated to work, and who will cooperate with you and each other, and;• Develop and manage these people to meet specific performance standards. (read full article) |
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| Category :: Sales Management Articles |
Author :: Jim Meisenheimer |
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| Article Title :: How To Become A Better Sales Manager |
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| YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't.The shenanigans you watched during the "Apprentice" show are perfect examples of what not to do if you want to become an effective and respected sales manager.Enough about that . . .Today, being a sales manager, is a tough job - and it can also be extremely rewarding. Here's what I find bizarre. There are too many undertrained sales managers trying to coach and develop their undertrained salespeople. It's not a pretty picture.What do (read full article) |
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