What's the Objective of Your 1st Sales Appointment?

Do you have a defined objective for you 1st appointment? How do you measure it and what tools do you have in place to improve it? If you're 1st appointment to proposal ratio is less than 60%, here are some target reasons why and ways to quickly improve it.

How To Stop Sales Mis-Hires

Just yesterday I had the opportunity to meet with a very seasoned CEO of a technology service provider who came to us in order to do a recruiting project for a new sales person. He came to us is because he's gone through four sales hires on his own and none of them have actually produced anything for his company. As we sat down to talk about this he sheepishly admitted that this had cost him millions of dollars of lost revenue and opportunity cost as a result of not getting the sales hiring process right.

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’.

Scalp Pimples

Scalp pimples or scalp acne are not always the same as garden-variety skin pimples. The scalp is, of course, skin, but scalp pimples usually involve the hair follicles, which get inflamed. The disorder can vary in nature and comes under various scientific names, but basically they all result in small, itchy pustules that are usually first noticed while combing or brushing of hair. Such pimples get infected in no time at all and become a major problem.

Employee Management: How Do You Want To Be Treated?

Understanding how people want to be treated by their manager will help you become more affective as a leader. Here is a list of things all employees have in common when it comes to how they want to be treated.

It's The Sales Process That Sells, Not the Salesperson

Some salespeople don’t realize how important sales steps are. Because of this, salespeople get lost in the sequence and sometimes try to skip steps of the sales process. This is usually how sales are lost.

How to Create A Vision For Sales Success

When you are finished with this exercise, you will have a clear vision of sales growth mapped out for your sales team. Giving them a copy of what you drew and tell them what to look for provides the direction they need.

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.

Fake Sales Calls from Competitors; Note to Sales Managers

Have you ever been shopped by your competition and they call up and ask questions and you put a salesperson on it to see if they can answer all their questions and turn the incoming call into a sales call.

Finding the Perfect Sales Rep

If you have a company that produces a small line of products or just one original product, chances are you need a sales representative.

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.

Managing Leads: 3 Actions You Can Take While Waiting for IT to Deliver Your CRM Solution

Effective lead management is one of the benefits provided by major CRM solutions, but they are expensive and often take years to implement. Here are three actions you can take now to improve your own lead management while waiting for IT to deliver perfect CRM system.

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.