Sales Management - How to Stop Wasting Expensive Technical Resources

How does your company decide how to allocate technical resources to opportunities? What percentage of your company’s technical resource is wasted on opportunities that never close? This article provides a strategy for minimizing this waste.

The Evolution of Sales --- Review

Let’s face it, nothing new has come along in the last 20 years that has redefined the selling process. There is no purple pill, no special process, no specific new tactic that, if applied, will guarantee success in sales. Sales success is still based on our ability to develop relationships with our customers. I still remember the first sales training course I took back in the 1970’s. It was called “Needs Satisfaction Selling” and the principles I learned in that class over 30 years ago still apply today. Well, if that’s true, then what’s the purpose and value of this book, Lone Wolf to Lead Wolf, you might ask. The answer is simple. Although there has been no revolutionary change and introduction of new tactics in the sales process (which are today identified as “Best Practice”), there has been an evolutionary change in sales methodology. Customers are much smarter today, more educated with higher expectations. Relationships with our customers are still important, but today that relationship is just the ante to play. Without it you aren’t in the game. Today that relationship buys you nothing more than the opportunity to meet all the expectations of your customers as defined by your customers.

Elements Of A Successful Sales Performance Management System

The components of a successful sales performance management system include first of all having well defined revenue plans and revenue and margin objectives.

How To Manage Poor Performing Salespeople

Taking swift corrective action with poor sales performers is the key to any sales manager’s responsibilities. Nowhere is it more important than in sales to quickly take action when a sales person is not hitting their revenue targets. Management’s job is to diagnose and detect the underlying reasons for a sales person not performing and to engage in corrective action in order to correct the behavior, the activity or the results as necessary.

Smart Managers Promote Sales Rivalries

According to popular keynote speaker, best-selling author, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, few things can raise the productivity of a sales team like a cleverly planned interpersonal rivalry.

Don't Tie A Rabbit To A Cow

Popular keynote speaker, best-selling author, sales and service coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, recalls one of the toughest sales management decisions he had to make. According to this radio and TV expert commentator, you have to two questions about your top salespeople: (1) Can I afford to lose them; and equally important, (2) Can I afford to keep them?

Sales Management and Leadership - They Aren't the Same!

Management and Leadership are NOT the same thing. Managers are sometimes expected to Lead, but are seldom taught how. How would a 3% -8% or more improvement in performance by the sales team affect your bottom line?

Sales Management and CRM - Setting up the Central Memory

Sales management changed with the introduction of CRM. For both larger enterprises to the smaller companies the management of the central memory became an issue.

Sales Process Integration & CRM

Lots of companies fail to see the connection between developing a well defined sales process that's repeatable and scalable and the actual recording of sales activity, tracking and forecasting of sales results in a customer relationship, management or CRM system, also known as sales force automation or SFA.

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...

Salespeople Enjoy the Price They Pay for Success

Are your salespeople guilty of throwing the same pitch to every batter? Are they in a rut? Are their professional selling skills stagnating?

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?

Fishy Salespeople? How to Finally Stop Handing Out FREE Fish to Your Sales People

Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help? Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would put a few more sales in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an ounce of personal selling confidence. Show your sales people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody's paycheck fatter.