How To Conduct A Successful Performance Appraisal

Most organisations review the performance of their employees on a regular basis, usually annually. The term appraisal however, is disliked by many, conjuring up images of a superior passing judgement in a god like fashion. The answer must be to establish good relationships between both.

How To Achieve Sustained Sales Growth - Efficiently, Reliably And By Design

The Sales Cabinet concept is a sophisticated process for analysing, planning, directing, and monitoring the activity of a sales team. It is an essential tool for setting sales policies and the management, at whatever level, of a sales team, if not every sales call produces an order and there is a time lag between the first contact with a potential customer and that company placing an order.

Strategic Selling Begins In The Boardroom

In most industries today, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO’s or managing directors of those top companies, which logically means that there are maybe 500 customers for a million sellers. With such intense competition, conventional approaches are not equal to the challenge. Salespeople need to develop strategies that distinguish their products, services and their organisations in the mind of the customer.

Reputation Expectations

When people are aware of the good opinions others have about them, they want to live up to those opinions. This tendency is why we act out the roles that are assigned to us. If we receive praise, we want to be worthy of that praise.

Time Expectations

In our modern world, we are bound by time. This being the case, we have certain expectations about how long it will take us to accomplish our various tasks. Time often becomes distorted through our perceptions and expectations.

In Sales - What Differentiates Top 5% Players?

Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential achievement.

How To Become An Inspiring Sales Leader

The best leaders promote a culture where their people value themselves, each other, the company and the customers. Everyone understands how their work makes a difference. This helps to build a commitment to higher standards where everybody is always looking to do things better.

A Fresh Approach To Managing Your Most Important Accounts

Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a major account strategy works well it is extremely satisfying.

Breeding Confidence

The greatest common denominator of the ultra-prosperous is that wealthy people are master communicators. Impeccable and masterful communication unarguably leads to wealth. The highest paid and most powerful people on the planet are all master communicators. These individuals put themselves at stake in front of large groups, communicating and persuading in such a way that people are inspired to support them.

Sales Managers: When Should You Fire Your Best Salesperson?

There are just some topics that you shouldn’t bring up in polite company. I could name them, but I’d be out of line. Yet I can’t resist speaking about this one topic of special relevance to sales managers everywhere. When should you fire your BEST salesperson? This is a question that comes up more than you might think, though it is as taboo to openly ask as “When is the boss going to croak?”

How Can You Know The Prospect's Real Intent?

Intent and intention seems to be a hot topic these days. Why is this such an important topic today? Is it more important than it was twenty years ago? Let's take a brief look at this critical area with a focus on the real intentions of your customers.

How to Keep Your Prospects On Track

Following are some simple guidelines to keep your speech and verbal packaging on the right track.

How to Manage a Sales Team at a Regional Bike Shop

In many parts of the country there are bicycle shops, which clearly have the lion's share of the business. Often this is due to longevity in location or having multiple locations. Often it is also due to sponsoring races, rides and bike clubs. Smart regional bike shops often have professional riders and give classes on riding, bike maintenance and bicycle gear