 Category :: Sales Management Articles |
Author :: Neen James  |
| |
| Article Title :: Run a Productive Business From Your Car-Office |
| |
| The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises. You no longer have to go to a bank to complete your transactions or home loan applications. Insurance brokers visit your home or office; retailers deliver products directly to your home. This change in distribution methodology has meant many of us now run a car-office.While researching this change in business strategy, we interviewed several successful managers, executives and sales people who operate their business from their car-office. Karen Lasorda, Vice President for Corporate Business Development of Harleysville National Bank (read full article) |
| |
 |  |
| |
| Category :: Sales Management Articles |
Author :: Graham Yemm |
| |
| Article Title :: Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts |
| |
| As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do you feel about putting together a forecast? How do the others in your business feel? I wonder why you have these feelings?Forecasting is vital for any business – well, accurate forecasting is vital!! This is true for professional services as well as commercial organisations. How often are your forecasts accurate? Inaccurate forecasting carries all sorts of hazards. Whether there is a tendency t (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Virden Thornton |
| |
| Article Title :: Your Extended Shadow And Successful Sales Management |
| |
| In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years. But, this league, designed to spot talent early and then feed the high school basketball program, did nothing to produce the state title. There is also an open gym at the high school every Tuesday and Thursday night to encourage the young men in the community to play basketball. But like the city league, this open gym contributed nothing to the team in its championship bid.A local banker, a former college all-star, has volunteered his services (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Virden Thornton |
| |
| Article Title :: Baditude! |
| |
| As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for their anxiety. It was also evident from their negative comments, that many of these trainees had already given up on selling their company’s services and that no amount of sales training could help them sell their firm’s services. Our client, a large midwestern service firm, was willing to pay generous incentives for their customer service staff to up sell additional services. Yet, most participa (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Alan Fairweather |
| |
| Article Title :: Poor Performance - Fix it by Coaching |
| |
| Coaching is about finding out the cause of poor performance
or behaviour and discussing with the team member how to put
it right.The team member might respond immediately to coaching and
improve the situation. However the improvement wont always
be permanent and you may have to do further coaching.When I suggest this to some managers, they see it as some
kind of touchy-feely softly-softly approach. Let me assure
you right now - it's not!
It's about telling the team member what part of their
behaviour you're unhappy with, listening to what they have
to say and agreeing a way forward.The goal is to achieve a change in behaviour that the team
member is committed to and (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Nick Arrizza, M.D. |
| |
| Article Title :: The Effective Executive |
| |
| What does it mean to be an "effective executive"? Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense of personal empowerment, feeling invigorated and passionate about everything you choose to do, a sense of resilience, more energy, personal emotional and physical health and for some a great sense of purpose.How much of the time do you feel any or all of these? Surveys I have done over the last several years suggest that most executives feel "effectve", as defined above, only about 30 percent of (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Alan Rigg |
| |
| Article Title :: Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results |
| |
| How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch.If you manage a territory that has existing customers, your first priority should be to introduce yourself to every single one of your customers. This should be a pleasant, low-key introduction along the lines of, "I just wanted to introduce myself and see if there is anything I can do to help you." Then, as you are chatting with your customers, you can ask, "Would you mind sharing with me how you think my company's relationship with you has been going so far? Wha (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Dawn Josephson |
| |
| Article Title :: Are Your Business Proposals Losing You Sales? 10 Steps to Get the “Yes” You Deserve |
| |
| Your ability to write an effective and persuasive business proposal directly relates to your level of success. Write a great proposal and you’ll get the contract or make the sale. Write a ho-hum proposal and your prospect will go elsewhere.Regardless of the product or service you’re pitching, your prospect makes his or her ultimate decision based on how you write the proposal, not the product or service itself. That means even if you have the best product in the world, if you write the proposal poorly, you probably won’t get the deal. A lesser quality product or service may very well beat you out just because the other person knew how to write persuasively.For any prop (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Philip Lye |
| |
| Article Title :: A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers |
| |
| As a previous owner of a Franchise I know the importance of maintaining employee commitment, loyalty and enthusiasm in maximising customer satisfaction, generating positive customer perception and protecting your investment.Repeat business is the life-blood of any business worth its salt. Coupled with a structured approach to increasing market share, looking at the ‘window of opportunity’ and delivering services with excellence and cultivating positive customer perceptions would appear to be a recipe for success.Have you ever stood at the front counter of a business and overheard employee dialogue or noticed that some employees appear to convey displeasure with their job (read full article) |
| |
| |
| |
| Category :: Sales Management Articles |
Author :: Bill Lee |
| |
| Article Title :: Are Your Sales Meetings Boring? |
| |
| Many sales meetings are boring and a waste of salespeople’s time, say the majority of salespeople I interview. A review of what’s going on in the market is good to know, but to be effective, sales meetings need to be a lot more than that venues for quick market updates.Inviting a vendor’s sales representation to present a product training program never hurts, but if product knowledge were the criteria for success in sales, about 90% of the fledgling salespeople in North America who are about to lose their jobs would be top performers. While product knowledge is important, it won’t turn a mediocre performer into a top producer.What’s missing in most of the salesp (read full article) |
| |
| |
| |
| |
| Prev 1 2 3 4 5 6 [7] 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 Next |
Article Categories
