Staying Focused On Development Is The Key To Being A Successful Sales Manager

Production oriented sales managers tend to concentrate on doing whatever it takes to hit the numbers. Driven by sales goals and benchmarks, they often get the results at the expense of developing their salespeople. Development oriented sales managers on the other hand tend to focus on the fundamentals and teaching their salespeople how to do the job, confident that the numbers will naturally follow.

The President of Sales Force America

Inspiration is the lifeblood that feeds motivation. Motivation is the fuel that propels us every day to throw ourselves into the fires of rejection. Believing in your sales leaders and watching them fight those fires is the best source of inspiration a sales person can have.

Gaining An Edge And Building Relationships In The Corporate World

Gourmet gift baskets are an effictive and easy way to build relationships.

7 Reasons Why Your Sales Results Suck: Part 1

One of the more fun parts of my job is talking to sales managers who refuse to admit that the results that their sales force gets indeed 'suck.' What do I mean by this statement? First of all, let's face it, I use that word to get your attention and now that I have it let me explain. When any frontline sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to pay for there fair share of these expenses, then they are 'sucking' these valuable resources at the expense of other employees who ARE pulling their weight.

Turning Customer Complaints Into Customer Referrals

It’s a mistake to think that because a customer has expressed dissatisfaction with your product or service they will not come back to you.

#1 Selling Perspective for Revenue Driven Firms: Across All Industries, Revenue is King

In industries such as Legal, Accounting, Dentistry, Medical, Architectural firms to actually proactively “sell” is considered distasteful. The key is to “attract” your customers (I mean clients). Attract through being visible, attract through meeting new people, attract through participating in functions, attract through doing a great job for your customers (I mean clients) so that they will become your advocate and refer you to their friends.

Simple Pay Plans Can Make Sales Explode!

Last week, I conducted a new seminar in Sao Paulo, Brazil. My audience consisted of about one hundred sales managers, directors, and business owners, and we covered in depth the topic of motivating and compensating sellers. I unveiled a pay plan that in my experience is the very best one of all. It keeps top sellers’s noses happily to the grindstone and it produces overall equity. Someone who sells three times more will earn triple what his peer earns. But this isn’t a harsh commission-only plan. Anyway, it is very simple. I asked everyone in the room if THEY would like to be paid this way. Nearly all would, and would their salespeople like it and perform well under it? Yes, again, was the answer. But how many of them felt they could recommend it and have it be adopted? Very few hands went up. Why? The plan seems “too rich” one of them pointed out. It’s “too good” another one said. I think what they were really saying is it’s too obvious and too simple, says Dr. Gary S. Goodman, top speaker, international consultant, and popular commentator on radio and TV.

How to Hire a Superstar Salesperson for 2007

If you are hiring a salesperson for 2007, you should have a list of superstar qualities your candidate must match. If we were talking, I might ask you; do you really need to hire a salesperson to get the results you want? This short checklist will take some of the emotion out of your important salesperson decision.

3 Keys to Grow Your Business

The number one most costly issue for small business owners today is “low productivity” followed closely by “selecting employees.” By incorporating these practices into their own recruiting and hiring process, small business owners will eliminate the two most costly business issues.

Does Anyone Really Manage Sales

Do we as sales people create the sale through our dynamic personalities and outgoing demeanor. Hardly; we make the sale through our continued activity with the client. I will go out on a limb and boldly say we never manager sales, rather we manage activity. Should you disagree with this please read on.

Professional Development for Sales Managers - the Difference Between Effectiveness and Mediocrity

Becoming a sales manager is an achievement in itself. It shows a certain level of competence. It doesn't indicate that there is nothing else to learn.

Customer Relating Theories

Theories relating to customer services and expectations are closely connected with each other and can be accepted correctly if only they all are applied together.

How To Use A Pareto Analysis As A Sales Management Tool

Pareto Analysis is a very simple technique that helps you to choose the most effective changes to make. It uses the Pareto principle - the idea that by doing 20% of work you can generate 80% of the advantage of doing the entire job. It is also a formal technique for finding the changes that will give the biggest benefits. It is useful where many possible courses of action are competing for your attention.