Sales Management Can Save You From Losing Your CEO Job

Sales management is a key to any company’s success and the sooner you understand that the better. Most of my articles on sales have been from a specific perspective you see I am an entrepreneur and am now retired. I founded and ran a Franchising Company, which set up units in 450 cities, 150 major markets and 4 countries.

Don’t Wait Until It’s Too Late To Work On Your Sales Turnaround

I’m doing a sales turnaround assessment and planning project right now for a company that’s lost a large percentage of it’s sales in the last year. The CEO has come to us and asked us to help him devise a strategy to quickly get revenues back up to their previous levels. The company is losing money and while it has scaled back on it’s employee headcount and other costs, it’s still struggling to get close to breaking even. The company needs an immediate sales fix.

How To Effectively Manage Salespeople Who Are In Remote Locations

If your organization has field sales personnel spread across the country or across the globe, it’s very important that you provide them with the time, attention, and management that is required in order to make them effective. We see lots of organizations that hire expensive field sales personnel only to leave them to their own devices and provide them with little supervision, guidance, mentoring, or coaching. This is a serious mistake.

Learn to Think Small

The little foxes spoil the grapes. Which little foxes are spoiling your grapes?

The Science of Telephone Sales Management

I’m in the middle of building a new sales management seminar and I’m breaking out a separate unit on the differences between general sales management and the management of telephone sales. And there are some crucial distinctions, though I just want to touch on one, here. Telephone selling can be, and because it can be, it should and must be, SCIENTIFIC, says Dr. Gary S. Goodman, top speaker and trainer, best-selliing author of 12 books, including YOU CAN SELL ANYTHING BY TELEPHONE and REACH OUT & SELL SOMEONE, and Fortune 1000 consultant.

Sales Training Programmes Rarely Provide A Proper Return On Investment

In my opinion, hundreds of millions of pounds world-wide are wasted every year on irrelevant, unnecessary or inappropriate sales skills development and there are four obvious reasons.

Praise Others Daily

Sincere praise and compliments can have a powerful effect on people. Praise boosts one's self-esteem. When you genuinely give praise, it releases energy in the other person. When you receive sincere compliments or praise, you get a smile on your face, your spirits soar, and you have a new aura about you.

Failing to Manage Your Sales Staff Will Eventually Manage to Sink Sales

Sales Management is a necessity in any company that wants to hit its target goals for income, sales and or profits for the fiscal period. If you fail to manage your sales staff correctly then it is quite evident that this will manage to sink sales. How do you set up a sales management program if your current sales management is lacking or basically non-existent?

How To Match Sales Team Requirements With Management Input

In commercial terms we should seek to develop our teams in two specific areas i.e. competence and commitment. Competence consists of the combination of knowledge and skills whilst commitment is a combination of confidence and motivation.

Successful Sales Managers Are Great Influencers

Great influencers manage to get other people to go along with their ideas whilst maintaining the relationship. If people feel manipulated, relationships will be damaged. It is important to understand the different strategies available to you and to plan your approach.

When There is Not Enough Staff For a Trade Show Booth

It happens on occasion that you don’t have enough staff, or the right staff, for a trade show. Often this occurs to small and/or new companies, when two shows overlap or there are staff conflicts – sales meetings vs trade shows. What to do? Here are Five Tips for finding appropriate folks to work the show for you....

Point Your Employees Toward Financial Freedom

Sales managers can use their influence to help their salespeople become financially independent. This article suggests some ways how to do so.

The President of Sales Force America

Inspiration is the lifeblood that feeds motivation. Motivation is the fuel that propels us every day to throw ourselves into the fires of rejection. Believing in your sales leaders and watching them fight those fires is the best source of inspiration a sales person can have.