Gain Willing Cooperation

Reward Power refers to the ability to deliver rewards or benefits to influence others. These can be financial, material, or psychological rewards. Reward Power is the fastest way to persuade.

Is Using Past Success As A Factor In Hiring A Mistake?

What is vital for you to learn in selecting a candidate for an open sales position, is how well a candidate will perform in a job like the one you are trying to fill. Often an employment interview will never even touch on the candidate's competence for the new position.

Sales Recruit Failures Cost $000,000s

Sales tracking limits disappointing sales results. Sales staff members should be knocking on doors. When this isn't happening, Sales Management probably has too much on their plate and off goes the sales staff, pretty much on their own.

You Are Not Lazy, But Other Salespeople Are

Most people who are sales people are somewhat lazy in observance, however some spend a lot of time strategizing and thinking. As a Founder of a Franchise company I had often been accused by my own Bonzai and Blitz marketing teams of being lazy and sleeping until 11:00 Am or Noon, yet I had stayed up all night until 4:00 Am or 5:00 Am studying maps, making plans and lists of the best possible clients.

How to Run a Sales Blitz

Follow these five elements to increase the success of your next sales blitz.

Top Speaker Says You Aren't Bored: You're Just Not Challenged!

We can only be bored when we’re not being challenged or we’re not challenging ourselves, says Dr. Gary S. Goodman, top speaker, best-selling author, and Fortune 1000 consultant. He shares a solid tip managers use for getting salespeople to undo boedom and to outdo themselves.

Don't Outsource Inside Sales

Insource it! There are lots of companies out there offering outsourced telesales and lead generation on a pay per lead basis. Indeed, our own experience in the past in having performed those sorts of services for clients shows that there’s a large demand for that service. A better way is to bring that function inside your company where you can more tightly manage and control it.

Strategic Selling Begins In The Boardroom

In most industries today, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO’s or managing directors of those top companies, which logically means that there are maybe 500 customers for a million sellers. With such intense competition, conventional approaches are not equal to the challenge. Salespeople need to develop strategies that distinguish their products, services and their organisations in the mind of the customer.

Sales Management-Do The Inmates Run The Asylum

Handling sales people that can put up the numbers but break every rule in the book, someone that can’t get along with their peers and someone that drives inside sales people crazy can be very challenging for a sales manager. This will create a situation that ultimately will affect overall company performance regardless of this sales person’s individual success. This is especially true if this sales person holds the sales manager hostage knowing his numbers help keep corporate off the sales managers back.

Influential Optimism

Optimism is more than a positive mental attitude. It is not constantly saying positive things to yourself and hoping they will come true. Rather, true optimism is a frame of reference that governs how you look at the world. Optimism means having expectations that, for the most part, things will eventually turn out OK. Being optimistic means that you really believe that you will be able to accomplish everything you set out to do. Influence and optimism come together when you can transfer your hope and courage for the state of the world, the product or yourself into the minds of others in such an irresistible way that they will be inclined to follow you.

Sales Performance Planning

Does your company have a good sales performance planning process? Are your people on your sales team fully benchmarked against a measurable set of annual goals? Do they understand exactly what it is that they’re tasked with over the next year, to drive revenue growth for your company?

Sometimes Managers Are Just Too Soft

If as a manager your people are not living up to their full potential, perhaps it's because of the way you are managing them. This article suggests how managers can do their employees a favor by being tougher on them.

People Skills and Public Speaking

You want your people skills to be so polished that they invariably permeate your presentations. You want every audience member to feel like you're reaching her/him individually.