Effective Teritory Management Is Not Rocket Science

Many salespeople today will waste a great deal of time calling on poor prospects - trying to turn poor prospects into customers, or trying to close prospects that do not want or need what they are selling.

Sales Manager is Your Title - Not Your Job Description

The qualities that make you a great salesman are not the qualities that make you a great manager.

Influence Mapping - How to Sell to Corporates

We have all worked in large organisations and the larger they are, the more a knowledge of the internal politics and unofficial communications systems is of value in surviving and making progress. For people outside the organisation who are trying to get things done within the organisation, the situation is twice as bad because they not only have to figure out the official hierarchy and communication channels, but also the unofficial ones.

Sales Leadership Fundamentals

What qualities do you possess that make you an effective Sales Manager? Sales management is about being a leader of people, not selling.

Understanding The Different Influencing Styles

The way in which you behave as a manager and the approach you take will have a marked effect on your ultimate success or failure. Having a range of approaches and styles of behaviour gives you more flexibility. It increases your options – and your chance of success.

Top Ten Reasons Your Company Should Consider Mobile CRM

Mobile CRM is on the rise in the world of CRM and demand is growing as companies and employees are demanding access to crucial information in real time.

Take Time to Manage Your Time

Time is all you have. Manage it and don't let it manage you.

Motivation with Direction

How do you communicate when sales are below forecast, you are over budget, or you are not on plan? What impact does this have on moral and motivation for the organization? Are demoralized and intimidated employees more likely to rise to the challenge and improve performance than inspired contributors with clear direction and leadership?

A Top Sales Speaker Tip for Sales Effectiveness

A Sales Speaker advises you to ‘Run your Numbers’… don’t ‘Run After’ Sales Quota.

Recruiting and Retaining Top Sales People

Two of the biggest issues facing the industry today are recruitment of sales personnel and retention. Problems in this area may not be due to bad hires or low unemployment rates. If they are related to bad hires then it means you don’t fire well. You are not holding people accountable. If that’s the case, it only stands to reason that you are probably overpaying a sizable portion of your sales force, as they are not performing as “A” players.

Hire the Right Sales Manager

Although every organization is different, hiring a sales manager is not as simple as it looks. In fact, the wrong sales manager can quickly damage morale, if not scare away the sales reps and potentially injure the firm.

50 Marketing Makeovers for 2007

How many marketing tasks did you actually accomplish last year? Pull the trigger in 2007. 95% of marketing is action. Here are 50 Marketing Makeovers for 2007.

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.