Sales Managers: Get Your Team Up For The Game!

Customersatisfaction.com President, customer service and sales coach, and popular speaker, Dr. Gary S. Goodman, says its the duty of every sales manager to get his or her team psyched-up for the game. This radio and TV expert commentator, reveals just how to do it, time and again.

Management: Becoming A Self Aware Leader

As a leader do you ever find yourself exhibiting behaviors that you later regret? Are you left feeling confused at how you might have gotten so off track? If so, I think you will recognize that having such blind spots is not a good thing. If you accept that then you have sufficient insight and wisdom to know that choosing to address this issue for yourself is a sign of strength and not weakness. This may be your opportunity to become a great leader!

Breaking the Financial Justification Logjam

Does your sales force seem to be treading water on certain sales opportunities? Is the same information coming to you each month when you ask penetrating questions about prospects? Does it appear progress moving an account to closure is bogged down? You say ‘there must be a way to break this logjam’. You feel just as stymied as your sales representatives. You wonder what moves to make and how to do them. Maybe a new (or revisited) approach is in order and an additional step or two needs to be taken.

How to Retain Top Sales Talent

Of constant concern in senior management ranks is the turnover rate of their sales members. If your goal is to stabilize the sales team, improve their performance and retain your top performers, then you will want to read on.

Piloting the Hiring of Top Sales Performers

Without question the most critical skills in sales management are recruiting, selecting and hiring the best sales representatives. Yet why do so many sales managers come up short in these vital skills? If your goal is to land a top sales performer, then you might want to compare how flying a plane is like picking a superb sales person.

Sales Citizenship

Experienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. There are two fundamental reasons they should select incoming sales representatives who have sound social skills.

Romancing The Clone

As everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked turn into career limiting habits.

What's on The Menu Today?

A restaurant is good example of a “company” that is dealing with the dynamics of consumer demands...The next question is; what is on the menu? This is a question all sales organizations are dealing with...

Additional Sales for No Extra Cost

Did you know that it costs about 5 times more to acquire a new customer than it does to sell to an existing one? Why then is customer service generally so bad?

B2B Sales Lead Generation Investment: Match Your Demand Generation Programs To Sales Needs

Billions of dollars from business-to-business marketing budgets are spent each year on sales lead generation.Unfortunately, much of this investment in B2B sales lead generation is wasted. Why? Because many sales lead generation programs and lead qualification efforts are not in harmony with the needs of sales. Learn how to optimize your sales lead generation programs and lead qualification efforts.

The Highest Form of Persuasion Revealed

Influence is a key element in mastering the techniques of Magnetic Persuasion. Influence is the highest form of persuasion. With influence, people are spurred on to action because of your character, not your maneuvers. Persuasion is what you do or say, but influence is who you are.

What's the Objective of Your 1st Sales Appointment?

Do you have a defined objective for you 1st appointment? How do you measure it and what tools do you have in place to improve it? If you're 1st appointment to proposal ratio is less than 60%, here are some target reasons why and ways to quickly improve it.

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;