Traversing That Bridge Between Sales And Management

When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.

The 8020 Rule Fallacy In Sales

The 80/20 rule in sales organizations dies hard. You'll need to work diligently and hard to eliminate it and then even harder to keep it from resurfacing.

Red Flags Of Sales Recruiting: No Need To Take Action (Don't Hire Them In The First Place!)

Recruiting and hiring sales professionals is typically reactive in nature: sales managers generally do not start looking for candidates until they have an immediate need. In an attempt to fill an open position as quickly as possible with the most qualified candidate (the best of the bunch), hiring managers often overlook or ignore critical areas in candidate's backgrounds and personalities, only to realize they've made a bad decision down the road.

Does Your Sales Training Program Address Your Sales Performance Issues? Part 1

Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues

Does Your Sales Training Program Address Your Sales Performance Issues? Part 2

Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues

Retail Manager -- Productivity and Developing Your Team

Retail Managers are faced with an ever changing fast-paced environment. They must adapt to letting their team do tasks that are not goal critical. This allows for higher productivity while developing a stronger sales team.

Sales Managers: You'll Set More Appointments With Better Call Analysis

In this article, Dr. Gary S. Goodman, best-selling author and Fortune 1000 consultant, points out some of the lesser known but especially valuable things managers should track when their crews are prospecting for appointments and sales.

How To Create An Effective Business Development Strategy

The Business Development Strategy is used to underpin your main Business Plan and essentially it sets out a standard approach for developing new opportunities, either from within existing accounts or by proactively targeting brand new potential accounts and then working to close them.

Sales Managers: Post Your Sales Results Conspicuously!

There is nothing quite like peer pressure to make a sales force manage itself. How can you unleash people’s competitiveness? One of the simplest and best ways is by posting sales results in places where everybody can see them, recommends Dr. Gary S. Goodman, Fortune 1000 consultant, top speaker, and best-selling author of 12 books, including HOW TO SELL LIKE A NATURAL BORN SALESPERSON and YOU CAN SELL ANYTHING BY TELEPHONE!

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.

People Skills and Public Speaking

You want your people skills to be so polished that they invariably permeate your presentations. You want every audience member to feel like you're reaching her/him individually.

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.

Power Pointers for Story Selling

Nothing disarms and invites an audience in more than humor. We are instantly drawn to people we think are funny. We enjoy listening to humorous individuals and hearing what they have to say. Humor grabs attention, creates rapport and makes a message more memorable. It can also relieve tension, enhance relationships and motivate people.