You Are Responsible To Employees, Not For Them

Do you treat all employees the same yet differently? This concept, at first glance, might seem to contradict the previous one we just discussed. But if you will carefully observe, you will see some very subtle differences.

Sales Contests for Maximum Results

Get the most out of your sales contests and build team cooperation. Powerful techniques to maximize profits and gain sustainable results.

Hire a Sales Rep - Not a Product Rep

The question is familiar and old, do I hire someone who has product strength; or hire a real sales person, then teach him/her the product/service our company provides. Well, fear no more the answer is here, read on!

Strategic approach to all accounts

A strategic approach is not limited to National or Major Accounts only. Unless your sales are 100% opportunistic, a strategy is still key to managing your team, and for each member of the team looking to succeed not only on an account level but their whole territory.

Surveys and Statistics, Two Powerful Tools

Surveys and Statistics are two very powerful tools for sales growth. Both are misused and under utilized by most managers and organizations. Discover new ways to maximize their effectiveness.

Challenge Coin Rules

How to tell the difference between a coin, unit coin and a challenge coin.

Social Perception And Sales Management

Exchange often involves buyer-seller interactions that are influenced by the characteristics of the social actors and the social influence that they exercise.

Sales Management Is All About Motivating

Resolve now – right now – that you will give motivation priority. Don't be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their job. Your intention should be to make people feel, individually and as a group, that they are special. Doing so is the first step to making sure that what they do is special.

3 Ways of Pricing – Why Value Pricing is the Best

There are three principal ways you can set your price: 1. Cost plus: decide how much profit you want to make and apply the margin to the cost. 2. Competitive pricing: check out your competitors and price against them, or just below. 3. Value pricing: value your total proposition and charge a fair price for the service you provide. Which is right for your business?

Improving Your Sales Force's Effectiveness Through Automation

Many smaller businesses have advanced beyond back office automation using PCs and client-server IS platforms. More owners are looking at advanced sales automation software as a way of improving the productivity of their sales force as well as customer satisfaction.

Is Your Sales Team Paralysed By the Fear of Failure?

Does this sound familiar? You go to your monthly sales meeting with the other sales managers and your line manager lets fly with both barrels that sales figures are down and it has to improve or 'heads will roll.' You go back to your sales people and pass on this pressure to them? Read this and find out why that is the worse thing you could possibly do!

Marketing Today - Helpful Hints for Understanding Your Future and Existing Clients

There exists several unspoken secrets in the marketing world that you should be aware of when contacting prospective or regular clients. Familiarizing yourself and your employees with these principles can build confidence and help you to remember the business world's big picture.

Tips on How to Make Sales Incentives Work for Your Business

Your company's sales team is arguably the most exposed and hardworking group in your workforce, and that's just one reason why they need to be given the RIGHT incentives REGULARLY. And so yes, not just any incentive will do. What works for one company may not work for yours so it's important that you take the time to know your sales team well and determine as well just what you're capable of giving them.