Which is Better – Hire a Salesperson or Invest in a Sales Assistant?

What does it cost to hire a good salesperson? Many companies spend about one fourth the annual salary of a salesperson on job placement. They spend another fourth on sales training before the salesperson becomes effective and efficient. A sales assistant is completely different than the investment of a salesperson.

Six Steps To Sales Performance Management

In today's day and age a lot of senior managers and sales managers struggle with maintaining their top line growth performance because they neglect their fundamental duties when it comes to managing the performance of their sales team. If you want to take your team to the next level, consider developing a sales performance management system that includes the following elements;

Sales Management and the Dealer Base

Effective sales management in this channel includes planning sales growth, executing account strategies and using objective feedback to continuously improve performance and drive accountability. Maximizing success and profitability creates the necessity to manage this channel as a single integrated being. This means an effective sales process and structure must be in place which includes metrics, training and resources to support and improve sales performance for both the distributor and the dealer.

The Eight Reasons Why Salespeople Fail

The responsibility for ensuring that every member of the sales team is successful, lies entirely with management so what are the eight reasons why sales people fail?

Sales Management - What's Involved? Part 1

What any individual Sales Manager actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organisation of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if this position does not exist within their company.

The Formal Account Review

Obtaining continual feedback against a set of established criteria is vital if an organisation is to retain its existing top clients and seek to improve its standing and the quality of its service levels to them.

Pro-Active Techniques for Getting Referrals

The typical business turns over 20% of its customers every year because of errors, changes in customer’s buying influence or personnel, customers moving or going out of business, customers that are acquired and loose local purchasing authority or customers whose need becomes obsolescent. Prospecting new accounts is crucial to the survival and growth of businesses and many companies spend countless dollars on cold calling with direct sales people or telemarketing. Referrals are readily accepted but often not pro-actively solicited and, therefore, often not realized as an exceptionally good and rewarding source of new business.

Right Handed Sales, Left Handed Marketing

The Sales and Marketing groups within your organization have a unique opportunity to create a relationship that will have a profound effect on sales and profitability. The key to this relationship, as with any, is communication. This article will provide you with five recommended steps for building a strong sales and marketing relationship.

Automate Sales and Start a Revolution

Sales Management, you can automate sales. The basic principles are the same today as they were back when Henry Ford revolutionized an industry. If you adopt these principles, you can increase market share in your industry. Just do it before your competition does.

Sales Management Tip #9; Do Not Let Your Sales People Act Like Children

As a sales manager for the company you need to make sure that your salespeople on your sales force do not act like children. Many people believe that children are the world

Ten Qualities of a Winning Sales Manager

Many executives make the same mistake each time they promote a top notch salesperson to sales manager: they lose their best salesperson and get a mediocre manager. This article identifies ten characteristics of terrific sales managers.

Gain Willing Cooperation

Reward Power refers to the ability to deliver rewards or benefits to influence others. These can be financial, material, or psychological rewards. Reward Power is the fastest way to persuade.

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.