 Category :: Sales Management Articles |
Author :: Tibor Shanto  |
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| Article Title :: Management by Osmosis |
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| Sales managers are an interesting breed, effective sales managers are a rare breed. Managing a sales team is entirely different than managing other groups; their role requires them to have not only above average management skills, but also above average ability to manage the overall sales process. However, in many organizations, the weak link in the sales chain is the front line management.Yet when most organizations look to fill openings in sales management, they generally look within, that is promoting someone that is already selling for the organization in question. Further it is usually someone from the region where the opening exists. And who do they go to, usually to one (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: How to Write a Business Plan Sales Section for a Mobile Service |
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| We all agree one of the most important parts of any business is Sales. We also know that to get sales we must advertise to let potential customers know of our offerings. When writing a business plan you must have a clear and concise picture of how you will generate sales for your business if you are to attract favorable loans and proper capital to succeed. I cannot impress upon you enough of the importance of these sections in your business plan. So much so that I want to offer you this sample to assist you in writing your business plan for your next most important entrepreneurial endeavor.You will need to print this article and then read the paragraphs below and of course modify t (read full article) |
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| Category :: Sales Management Articles |
Author :: Lance Winslow |
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| Article Title :: Book of Lists Marketing for Pressure Washing Companies |
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| The American Business Journals produces a Book of Lists each year in their many markets, it is wise for pressure washing companies to use this book of lists to find new clientele. The book of lists, lists the top companies in size in all industry sectors. Since pressure washing companies clean almost anything, it behooves them to use the book to selectively target the top companies to do business with.A combination of phone and fax selling works best to secure personal appointments. Below is a rough idea of how our company uses the book of lists for new sales. If you own a pressure washing company you should too. You may wish to copy this article and three-hole punch it for your ma (read full article) |
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| Category :: Sales Management Articles |
Author :: Mike Shannon |
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| Article Title :: How Many Salespeople Should I Hire? |
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| One of the most asked questions I get is how many sales people does it take to get the revenue numbers needed. Personally, I believe in large sales forces because in highly competitive situations the largest army wins. That doesn't mean, however, that you can go out and hire 100 sales people if all you can possibly sell this year is a million dollars if everything goes right. So how do you decide how large a staff you need?The first thing to do is to determine how much revenue you want. I say want because your present staff is getting you what you have and will be only able to grow so much. But if you want to double or triple your sales you will have to increase the number of p (read full article) |
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| Category :: Sales Management Articles |
Author :: Darcie Davis |
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| Article Title :: Generous Donor Refused (how qualified business slipped away) |
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| Generous Donor RefusedPicture this. You are a fund development director for a respectable school at a well-known state university. Someone calls and says they wish to donate $25,000 for a special scholarship fund in honor of her deceased brother, an alumnus of the school. What would you say? If you think like we do, you’d say, “So sorry about your brother. Thank you for selecting us. When can we get your check!”In this case, the fund development director responded, “Sorry, we have a minimum
donation of $50,000.” The prospective donor then said, “In addition, I have a huge
bequest in my will for your school. That would put you well over your minimum (read full article) |
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| Category :: Sales Management Articles |
Author :: Gina Gardiner |
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| Article Title :: Leadership - How To Turn The Vision Into A Reality |
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| Be clear about where you are now. Audit your strengths and areas for developmentWhere do you want to be?What needs to be done to eliminate the gap between your dream and the reality?Prioritize – Look for quick wins, consider those things which will have maximum long term impact. Build solid foundations, think of sustainability!Set challenging but realistic targets. Aim high.Communicate the vision, and keep doing so. Ensure that all stake holders understand and subscribe to the vision.Who do you need to involve? How will you ensure they sign up to and stay committed to the vision?Think about the language you use – sound positive, if (read full article) |
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| Category :: Sales Management Articles |
Author :: Julia O'Connor |
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| Article Title :: 8 Line Items of a Trade Show Budget |
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| Budget Guidelines for Trade Show MarketingB’techa didn’t know - Trade shows are the second largest
expenditure of corporate marketing dollars in the US. Only
the field salesperson costs a company more.How much of that money is wasted? Oodles - if you don’t
know what you’re doing and how to track it.Clients often ask, “How much does it cost to do a trade
show?” It can be a little or a lot. Remember - a tabletop
show at a Chamber of Commerce networking event will cost
you significantly less than a 10-day international event, but
these EIGHT major components are good guidelines in
budgeting.1. The Rent on your Space - The only constant in trade (read full article) |
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| Category :: Sales Management Articles |
Author :: Julia O'Connor |
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| Article Title :: Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips |
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| Sex, Drugs & Rock-n-RollHere’s the Scenario...You’re at a trade show. Out of town. It’s probably an
unfamiliar city. Maybe overseas. Lots of strangers. There’s a
client or two. A couple of buddies. Lots of opportunities to do
business. Lots of opportunities to get yourself in a bind.This Commentary is about how to stay out of trouble, save
your dignity and keep your job.Trade shows are hard work - both physically and
emotionally. It’s tiring to travel. Hard to be away from home.
Boring to be pleasant and smile for hours. And, a blow to
the ego when people ignore you, don’t respond to your
comments, look the other way when passing your booth, (read full article) |
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| Category :: Sales Management Articles |
Author :: Julia O'Connor |
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| Article Title :: The Hardest Job Of A Trade Show |
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| You’ve heard this before: There were four people named
Everybody, Somebody, Anybody and Nobody.There was an important job to be done and Everybody was
sure Somebody would do it. Anybody could have done it.
Nobody did it. Somebody got angry because it was
Everybody’s job. Everybody thought that Somebody would do
it. But Nobody asked Anybody. It ended up that the job was
not done, and Everybody blamed Somebody, when actually,
Nobody asked Anybody.Question is - What was the Job?At a trade show, the job that Anybody can do, and Everybody
thinks Somebody will do, but winds up being that Nobody
does it - well, that’s the follow-up part.The Center for E (read full article) |
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| Category :: Sales Management Articles |
Author :: Joe Love |
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| Article Title :: Energize Your Organization |
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| No matter what you do, it seems, your employees do only what’s absolutely necessary to get along. You’ve handed out raises across the board year after year. You’ve been as generous as you can be with various incentives. Now you’re at wits end. You ask in frustration, “What will it take to motivate my employees?”The answer is not in the workers, but in your organization. Employee motivation is usually treated as a problem of the individual worker. Motivation programs and initiatives try to inspire employees to work harder, but they do nothing about the work conditions that continue to demotivate those same employees.Discover the flaws in your organizational system (read full article) |
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