Additional Sales for No Extra Cost

Did you know that it costs about 5 times more to acquire a new customer than it does to sell to an existing one? Why then is customer service generally so bad?

6 Danger Signs You May Be Headed to Micro-Management

Do you 'manage people' or Mentor and support competencies and activities? Here are some 'Macro' tips to avoid the pitfalls of sales micro-management.

How to Develop a High Performance Sales Team

In a series entitled Developing the High Performance Sales Team we will look at the aspects of a direct sales team that can easily be changed to give measurable improvement to your KPIs.

How To Generate Pre Qualified Leads For Your Sales People

You can generate more pre qualified calls for your sales people. Not by listening to some secret i am about to give you that will explain everything you have wrangled with these past years. But by employing a sales process.

Sales Appointment Planning

This is arguably the hardest thing you will ask a salesperson to do, the part of the job they really hate

Training the New Network Marketing Distributor: Working Depth With Your MLM Downline – Step 3 of 3

Work with your distributors; give them tasks to accomplish each time you contact them. But, that's about all you can do. If they don't want to build their business and be responsible for their own success, then you must spend your time on those who have earned it, i.e. those who are willing to take responsibility.

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.

Sales Management and the Dealer Base

Effective sales management in this channel includes planning sales growth, executing account strategies and using objective feedback to continuously improve performance and drive accountability. Maximizing success and profitability creates the necessity to manage this channel as a single integrated being. This means an effective sales process and structure must be in place which includes metrics, training and resources to support and improve sales performance for both the distributor and the dealer.

The Art Of Delegation

In any organisation there is a degree of formal authority which goes with the job. A subordinate expects their boss to have a wider knowledge, wield a greater influence, and carry more weight than they do themselves. At the same time, there is an added dimension to authority which is invested in the person themselves which we call leadership.

8 Business Plan Mistakes to Avoid

It is hard to get funding from a business plan, even a very good business plan. You can give yourself a much better chance of raising capital if you avoid these common business plan mistakes.

The Use of Attraction Will Empower Your Sales Team

We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. We have probably all met someone whom we instantly did not like and did not want to be around. This is caused by a lack of connectivity and usually takes only a few seconds to manifest itself. The Law of Connectivity states that the more we feel connected to, part of, liked by, or attracted to someone, the more persuasive they become. When you create an instant bond or connection, people feel comfortable around you. They will feel like they have known you for a long time and that they can easily relate to you. When we feel connected with someone, we feel comfortable and understood; they can relate to us and a sense of trust ensues.

How to Double Your Sales Appointments in Half the Time; Part 2

Why is 'Setting Sales Appointments' a Critical Sales Performance Competency and How Do You Build a Prospecting System to Set More Sales Appointments in Less Time?

How to Avoid a Cloned Sales Force

If you are frustrated with your ability to accurately assess the talent of potential sales candidates, this article will be of great value to you as a manager.