Small Companies Really Can Compete - Here's How

A small improvement in bidding techniques and tactics can lead to a disproportionately large increase in the number of contracts won.

You Are Not Lazy, But Other Salespeople Are

Most people who are sales people are somewhat lazy in observance, however some spend a lot of time strategizing and thinking. As a Founder of a Franchise company I had often been accused by my own Bonzai and Blitz marketing teams of being lazy and sleeping until 11:00 Am or Noon, yet I had stayed up all night until 4:00 Am or 5:00 Am studying maps, making plans and lists of the best possible clients.

How to Run a Sales Blitz

Follow these five elements to increase the success of your next sales blitz.

Sales Managers: Should You Dress Salespeople For Success?

she occasionally flicks the lint off your lapel or tightens the knot in your necktie. But what if your sales manager did that, too? I’m not recommending it, but management should take keen interest in how its people look in the field, because appearances count. If your team looks better, they’ll be more credible and they’ll earn more business. What should your role be in assuring that they look their best? Here are five tips from Dr. Gary S. Goodman, Fortune 1000 consultant, top speaker, and best-selling author of 12 books and more than 700 artcles.

Savvy Sales Managers Know Call Backs Don't Count!

Recently, you hired someone who seems to have all of the enthusiasm in the world. In tracking his performance you can’t help but notice that he has (1) Either no sales, yet; or (2) Very few sales; fewer than expected. You ask what’s up, and he replies that he has “A ton of call backs.” Well, because he’s so upbeat, you figure that he’s on track, and his optimism will be rewarded with a good number of sales, as he calls into his growing database of leads. But you’re probably being conned, says Dr. Gary S. Goodman, Fortune 1000 consultant, top speaker, and best-selling author of 12 books and more than 750 articles.

Why My Sales Manager is a Computer Program

The computer will replace a salesman’s best friend when it is programmed to perform the duties a salesperson doesn’t like to do. In my case, the program reminds me of every contact or communication I need to make and it makes many of them for me. If I forget to make a call or overlook one, it reminds me that I need to take action. When I used to do this with a paper method, it would take hours to perform what now takes minutes and I have more time for additional sales calls.

Top Speaker Says You Aren't Bored: You're Just Not Challenged!

We can only be bored when we’re not being challenged or we’re not challenging ourselves, says Dr. Gary S. Goodman, top speaker, best-selling author, and Fortune 1000 consultant. He shares a solid tip managers use for getting salespeople to undo boedom and to outdo themselves.

Sales Incentive Program Design

There is a process for developing sales commissions with respect to overall sales compensation that can be followed. The principles are quite easy. The variables include the amount of base salary that you pay to an individual (if any), and the percentage of total compensation that base salary represents in relationship to the incentive program itself.

Influential Presence

Presence is the ability to empower and influence others into believing in you, trusting in you and jumping on the bandwagon. You give them the energy they need to bring to pass the results you want. You help them see themselves in the future carrying out your vision. They become excited and energized by your passion and enthusiasm. They are magnetized and motivated by your charisma. What's more, they are lifted and inspired by your optimism and expectations. In essence, with influential presence on your side, you're a source of empowerment, encouragement, inspiration and permanency to your prospects.

Story Selection

In selecting a story that is appropriate for any given circumstance, there are three fundamental questions you must ask yourself. First, does the story fit your audience? How does it support and underscore your main message? Second, is it a story you love, have lived or have learned from firsthand? These are key elements if you want your story to be as compelling as possible. Third, can your story be related in a way that your audience will not only appreciate it, but also identify with it and be able to relive it?

Sales Managers Should Dump Their Weak Sales People

Sales are much different than other departments in a large corporation. You must make sales and if someone is not pulling their weight you need to dump them and replace them with a seasoned sales person who WILL make lots of sales. There is no room for political correctness. Just because a salesperson is a certain gender, nationality, religion, sexual preference, color or creed should not make any difference, all that counts are sales; lots of sales. Provided of course they are not over promising what the company can deliver.

Managing the Sales Floor in a Box Store

One of the most difficult things to do is to manage the sales floor of a large box store, especially when the corporate office keeps cutting your staff, apparently to cut costs and increase profits. Yet when a Box Store is understaffed you need to work a lot harder and this is not always as easy as it seems. Why? Well it is human nature when one person is talking to a sales clerk asking a question, that someone else will think to themselves; Maybe they can answer my questions too, I have been looking around for over 5 minutes.

Are Your Sales Teams Submerged In Their Comfort Zone?

Perhaps of all the temptations we meet in life, money, power, sex, alcohol, drugs and fame, the subtlest of all is the comfort zone, that invitation to settle for less, to go for content when the stresses of over achievement beckon. The way that takes you out of the comfort zone is the route less travelled by. Most of us when we come to that place where the two paths divide prefer the one that leads to safety, to warmth and to comfort.