Sizzling Sales Contests Offer Three Prizes (27 Feb 2006)
The good news about conventional sales contests is that there is a big winner, and generally, that person is very, very happy.
The bad news is that everyone else is a loser.
If you have a sales leader, someone who just keeps beating th...
Sales Management – How to Stop Wasting Expensive Technical Resources (06 Oct 2005)
Do your salespeople have unlimited access to your company's technical resources? Do they take technical experts with them to first meetings with prospects? Does your management team make CONSCIOUS DECISIONS to allocate technical resources to oppor...
Sales Process – What Can You Automate (06 Aug 2005)
In the current complex and competitive market, managing the sales process is an important factor for most businesses. By automating a company's sales process and efforts, one can increase its productivity.
Sales Force Automation, or SFA, is ...
Sales Meetings: Let Your Staff Do the Work and Get the Results You Want! (10 Jan 2006)
Are YOU as frustrated with your sales meetings as your sales staff is?
You fill the agenda with administrative crap, a bunch of whining and some pseudo-motivational words you picked up from somewhere. You give your staff a budget update and...
Sales Management Myths: Entrepreneurial Salesperson (17 Dec 2005)
I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for t...
Looking Inside of Your New Business (09 Aug 2005)
Starting a home business is like putting together a jigsaw puzzle. You're facing a pile of scattered pieces and it may be a little uncertain where to begin.
I think that the best way to begin is by taking a look inside yourself: at your t...
Leveraging a Sales Persons Motivation (08 Dec 2005)
Sales people who have clear objectives, the required competencies, and a supportive working environment still require a level of desire, willingness and positive thinking to complete tasks or sales activities in order to optimize performance. Thi...
Leverage Sales Management with Emotional Intelligence - What is Your Lasting Imprint (09 May 2006)
Sales management careers should be fulfilling and fun and I have had the wonderful opportunity, or in fact privilege to sales manage and influence sales people. I see sales management as one of the most important obligations and responsibility of ...
Increase Your Pipeline: Deploying the Cost Effective Sales Team (18 Aug 2005)
Based on my talks with local executives, indicators point toward our getting back to business. Many companies that were taking a wait and see stance on Sales are now beginning to once again invest in selling.
As we all know from the go-go da...
The 7-Roles of Highly Competent Salespeople: Role #6 - The Effective Manager (07 Sep 2005)
A "role" is defined as the characteristic and expected social behavior of an individual. We all play many roles in life, such as parent or salesperson, and it is not difficult to see how this sense of the word role is related to its mean...
Elements of a Tradeshow Display (15 Feb 2006)
Just like any advertising, an effective tradeshow display can make or break your trade show sales or conversions. Depending on the type of trade show, an effective trade show exhibit can utilize a variety of techniques and equipment. The right siz...
Success Tip #48 - Boost Your Business Batting Average by 20 to 50% (06 Sep 2005)
Let's take a look at how a baseball statistic can improve your business bottom line.
I love baseball. I find the history of the grand old game fascinating.
Baseball history and baseball lore are based on the personalities of individua...
A Standardized Company Sales Plan - Good Idea or Bad? (18 Sep 2005)
I came across an article today that explains how companies can successfully
implement a company-mandated sales plan and be sure that all of the salespeople are following it.
I found the advice given in that article to be deeply disturbing t...
Some Basic Rules of Fundraising for Your Non Profit Organization (12 Oct 2005)
Considered as an ethical activity, your fundraising activity should preferably adhere to basic rules of personal integrity, public probity and accountability. After all you're the cream society, who is on your way to make difference in the society...
5 Training Tips for Sales Managers (22 Feb 2006)
How do you get your sales team solidly behind your telephone sales campaign and telephone sales goals?
Here are 5 Training Tips for Sales Managers:
1. Identify your goals
• Identify the goal of your telephone sales campaign.
<...>Six Sigma Tools (02 Aug 2005)
Statistics are at the heart of Six Sigma's powerful methodology for quality improvement. It pays to get to know some of the most important of the Six Sigma statistical tools.
Control Charts
The control chart is the fundamental tool of ...
Selling and Managing National, Global, and Major Accounts: Its Probably Easier Than You Think! (10 Nov 2005)
Over the years, I've observed a couple of things about salespeople and managers charged with penetrating and managing Major Accounts. They experience additional pressures, reflective of the higher sales quotas and dollar volumes expected of them. ...
Sales Force Follies: The Tribal Wisdom of Many Sales Forces (21 Aug 2005)
The tribal wisdom of the Dakota Indians, passed on from one generation to the next, says that when you discover you are riding a dead horse, the best strategy is to dismount.
In many sales organizations, the heavy investment in existing sale...
Execs Top Priorities This Year: Acquiring & Retaining Customers (29 Oct 2005)
Accenture recently published the results of their global study of Executive Priorities for 2004. Selling - acquiring new customers - is Priority 1, and Selling - Retaining Customers - is Priority #4. Selling is clearly a major concern among compan...
Are You Worth Another $100,000 per Year? (20 Dec 2005)
Equation Research recently published data indicating that the difference in income between Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Where do you fit in?
