Adopt the 'T' Method to Sales Performance Improvement

What’s your approach to sales training? Do you have a process that defines which sales performance competency to train to and what impact it will have on selected performance silos if the training objective is successfully met? Or do you rely on ‘field feedback’ not associated with actual performance numbers and related ROI to decide where to put your training dollars? Here’s a simple blueprint to gain more revenue in less time while maintaining fiscal accountability to the ‘Top-floor’.

Sales Performance Management

Sales management is an integral sub-system of marketing management. It translates the marketing plan into marketing performance. Sales management is hence described as the muscle behind marketing management. The sales manager in a modern organization holds a multitude of responsibilities. He has to plan, direct and control the personal selling effort of the firm. His task does not stop with the achievement of sales quotas. He is also responsible for bringing in the required profits. In addition, he is also responsible for creating the desired image for the company and its products. In fact, a modern sales manager has to do marketing rather than mere selling.

Automate Sales and Start a Revolution

Sales Management, you can automate sales. The basic principles are the same today as they were back when Henry Ford revolutionized an industry. If you adopt these principles, you can increase market share in your industry. Just do it before your competition does.

The X Factor in Sales Management

Do you know how to apply the power of the X factor for Sales Management? The X factor is the simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this equation to sales contacts, they are released from the bonds of time and energy.

Sales Manager and the Phone Book Prospecting Trick

You know there are still some sales managers out there who instead of insuring proper amounts of qualified leads for their sales force will instead throw a new salesman or woman a darn phone book and say good luck, there is the phone? Oh great the new salesperson thinks.

Sales Manager Tip #28; The Informed Prospect

A good sales manager must stay in touch with each and every salesperson in the sales force that is working for the company. It is essential to find out from the salespeople what prospects are saying to them and which objections that the salespeople are getting in the field from potential customers and prospects.

Are You Really A Leader - Or Merely A Manager?

You can buy someones physical presence, but you cannot buy loyalty, enthusiasm or devotion. These you must earn. Successful organisations have leaders who focus on the future rather than cling to the past. Leaders bring out the best in people. They spend time developing people into leaders.

Top Ten Strategies Large Corporations Use Against Small Businesses & Their Countermeasures

Time and again we have heard the story: a small business is doing well then a huge corporation moves in and takes over their trade. Does it have to be this way? Is there some way the little guy can win against their giant adversaries?

Great Sales Managers Make Less than all their Sales People

Are you a great sales manager? Well if you really are a great sales manager then every single one of the sales people under you should be making more than your salary, unless your company is paying you an additional stipend on the total amount of sales on your team.

Ten Qualities of a Winning Sales Manager

Many executives make the same mistake each time they promote a top notch salesperson to sales manager: they lose their best salesperson and get a mediocre manager. This article identifies ten characteristics of terrific sales managers.

Top Sales Consultant Asks: Is It Time To Evaluate Your Compensation Plan?

I was discussing the compensation plan of a reasonably new company with its national sales director the other day, and for a very intelligent guy he sure sounded dumb.

US Government Sales & Marketing

What's the difference between selling to the US Government and selling to the Commercial market? It's like night and day. Sales and Marketing to the government is truly the flip side of commercial activities. You really can’t believe how different these markets are - until you've actually come from one side - and tried to go over to the other. I emphasize, tried, because it usually doesn’t work out very well!

Magical Numbers for Increasing Sales

An article about how utilising magical numbers can increase your sales.