7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that doesn't guarantee that it'll do the same for you. The only way to really know what works for YOUR products and YOUR target audience is t...

Retail Operations - Effective Branch Manager Support and Guidance

As a customer how often have you experienced poor service from people obviously unsuitable for a retail environment? As a retail executive, how often have you observed poor performance or unsatisfactory behaviour within your own network of branches? If so, you have probably wondered why branch managers tolerate under-performance or poor behaviour.

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over 60% of projects/programs failed and many were canceled in 2003 (ref:The Standish Report CHAOS)! Our goal for 2004 and beyond is to ...

Sales Pipeline Forecasting Is There A Better Way?

In a recent survey of over 1400 technology companies Sales Directors and MD’s said that they felt the key to gaining insights into why more and more selling effort is required to win deals lies in better pipeline analysis and forecasting. But when asked to assess their effectiveness in these areas, the vast majority of organisations continue to rate their ability as consistently poor across the entire survey spectrum.

Pointless Targets

Setting salespeople activity targets says more about your failure than theirs...

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in place to protect franchise buyers from fraud from franchisors who might attempt to mislead them into purchasing a franchise. Part of the franchise rules are addressing required disclosure paperwork.

The Boss from Hell: Quick to Criticize, Slow to Praise

A proactive, practical approach to dealing with difficult bosses and getting them to notice your positive contributions.

Stop Drowning: Nine Strategies For Managing Your Priorities

Learn 9 powerful ways for sales managers to gain control over their time and their life.

A Coach's Handbook For Sales Managers

Sales organizations have access to more or less the same resources. They can draw from the same pool of salespeople in their niche or geographic area, and they can all learn the same sales or management tools and techniques. Yet some organizations perform at a high level and other stay at the bottom of the heap. What accounts for these gaps is effective leadership Here are the best practices of sales managers who lead through coaching and teaching.

Leadership - How To Turn The Vision Into A Reality

How are great leaders created? Why is that there is an international shortage of good leaders? Consider the elements which make for successful leaderhip, be honest with yourself - how does your leadership measure up?

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed to resolve a debt issue, it is time to call in a professional - a commercial collection agency or a lawyer specializing in commercial debt collection.

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and running their sales teams yet they all have problems from time keeping those teams on target and “up for it!” In this article I am going to cover the core fundamentals of How to Develop a Proactive, New-Business Sales Team...

Back-to-School List - 10 Tips for Trade Shows

This is a great time to review your trade show program in the same way you prepare for school.