In Field Coaching Can Have An Enormous Effect On Sales Team Performance

Even if salespeople have undergone progressive sales training, there's no guarantee that they will be successful. It is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way or to simply skip steps and take shortcuts that can lead to long-term trouble. Perhaps even more important these days, is the fact that markets, competition, technologies and customer preferences are all in a constant and accelerating state of change. This fact requires that sales people are able and willing to rethink their sales strategy and approach frequently and receive a regular top-up of skills and motivational coaching.

High Expectations Lead to Great Results

The expectations we create for others often become reality. This can have interesting effects when applied out in the real world. Expectations have changed the lives and persuaded the behavior of other individuals.

Return on Investment

One university professor chose names at random from a telephone directory, and then sent these complete strangers his Christmas cards. Holiday cards addressed to him came pouring back, all from people who did not know him and, for that matter, who had never even heard of him.

Don’t Wait Until It’s Too Late To Work On Your Sales Turnaround

I’m doing a sales turnaround assessment and planning project right now for a company that’s lost a large percentage of it’s sales in the last year. The CEO has come to us and asked us to help him devise a strategy to quickly get revenues back up to their previous levels. The company is losing money and while it has scaled back on it’s employee headcount and other costs, it’s still struggling to get close to breaking even. The company needs an immediate sales fix.

How To Effectively Manage Salespeople Who Are In Remote Locations

If your organization has field sales personnel spread across the country or across the globe, it’s very important that you provide them with the time, attention, and management that is required in order to make them effective. We see lots of organizations that hire expensive field sales personnel only to leave them to their own devices and provide them with little supervision, guidance, mentoring, or coaching. This is a serious mistake.

Praise Others Daily

Sincere praise and compliments can have a powerful effect on people. Praise boosts one's self-esteem. When you genuinely give praise, it releases energy in the other person. When you receive sincere compliments or praise, you get a smile on your face, your spirits soar, and you have a new aura about you.

Managing Sales at a Wholesale Diamond Retailer

Many people love to get a good deal and those who wish to buy diamonds are no different. In fact many Diamond Retailers, will put the words wholesale diamonds on their signs simply to attract those wishing to get a good deal. This of course does not guarantee that the diamonds are a super good deal at all, but it gets people in the door and perhaps they have some very good discounting there as well?

Top Speaker Says: There Are 5 Reasons Selling Comes First & Customer Service Second!

Why there is a nearly unlimited budget available for pampering salespeople, while the customer service department suffers budget cuts and downsizing at the first signs of a business slowdown or recession? There is a simple, brutal and realistic answer to this question. Salespeople are more valuable to their companies than customer service personnel. As President of Customersatisfaction.com, a company that provides service and sales training, aren’t I foolish to say this? Perhaps, but I’m right. Sellers are valued more, for five reasons, says Dr. Gary S. Goodman, top speaker, best-selling author of 12 books including, SELLING SKILLS FOR THE NON-SALESPERSON and MONITORING, MEASURING & MANAGING CUSTOMER SERVICE, and Fortune 1000 consultant.

Do You Have An Effective Follow-up Strategy?

Why don't salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don't salespeople follow up?

As A Manager Are You Consistent In Your Treatment Of Your Employees?

One of the key ingredients of good managers is the ability to maintain consistency in all of their roles and activities. Some of these include how they:

Are You Receiving Enough Customer Complaints?

We must continually strive to earn the right to receive our customers business and one significant stride in that direction, is to implement an effective customer care programme.

Are You Giving Customer Focused Sales Presentations?

In a recent sales survey, it was discovered that most salespeople cover 5-7 features during their presentation. When asked what the prospect remembered 24 hours later, they mentioned only one of the features. Guess which one? Not the first one, or the last one, but the one that related to their need, want, problem, desire or concern.

Non-Verbal Messsages Are More Important Than What The Prospect Says

If there is an inconsistency between the verbal message and the non-verbal message you are getting from a prospect, I would advise paying more attention to the non-verbal. The non-verbal message will always be more a more accurate representation of the person’s feelings, attitudes or beliefs.