Six Sigma Tools

Statistics is the powerful methodology for quality improvement.It pays to get to know some of the most important of the Six Sigma statistical tools such as Control Charts,Failure Modes and Effects Analysis (FMEA),Histogram and Pareto Chart.

Success Tip #48 - Boost Your Business Batting Average by 20 to 50%

Learn how even one more client or one more sale could improve your business bottom line by 20 to 50%. A few more sales or a few more clients can make all the difference

How To Develop Higher Levels of Emotional Effectiveness For Greater Sales Success!

Extensive research validates that those who exhibit a high degree of emotional intelligence tend to be more fulfilled and productive.

The Evolution of Sales --- Review

Let’s face it, nothing new has come along in the last 20 years that has redefined the selling process. There is no purple pill, no special process, no specific new tactic that, if applied, will guarantee success in sales. Sales success is still based on our ability to develop relationships with our customers. I still remember the first sales training course I took back in the 1970’s. It was called “Needs Satisfaction Selling” and the principles I learned in that class over 30 years ago still apply today. Well, if that’s true, then what’s the purpose and value of this book, Lone Wolf to Lead Wolf, you might ask. The answer is simple. Although there has been no revolutionary change and introduction of new tactics in the sales process (which are today identified as “Best Practice”), there has been an evolutionary change in sales methodology. Customers are much smarter today, more educated with higher expectations. Relationships with our customers are still important, but today that relationship is just the ante to play. Without it you aren’t in the game. Today that relationship buys you nothing more than the opportunity to meet all the expectations of your customers as defined by your customers.

Elements Of A Successful Sales Performance Management System

The components of a successful sales performance management system include first of all having well defined revenue plans and revenue and margin objectives.

Sales Management and Leadership - They Aren't the Same!

Management and Leadership are NOT the same thing. Managers are sometimes expected to Lead, but are seldom taught how. How would a 3% -8% or more improvement in performance by the sales team affect your bottom line?

The Value of The Sales Team Assessment to the Sales Executive

Few if any Sales Executives ever have an outside assessment conducted of their sales team. However, this could be the single most valuable tool they might ever find to achieve their goals.

The Danger of Success

Sometimes success makes us forget the skills we used to acquire it. Then as time goes by, when we need that skill once again, it has atrophied to the point where we can't do it anymore. That can be disasterous.

Use The Blitz Presentation and Blitz Sale - When Appropriate

Sometimes in commercial/industrial sales we find that we should make a presentation on an initial or cold call and try to get a sale. We must be prepared for that requirement because we don't know when it will happen.

Use CRM To Run Sales By Numbers

If you run your sales by the numbers and look at that activity on the daily and weekly basis, it's very easy for you to quickly see what patterns are emerging in your sales team performance and act accordingly in terms of zeroing in on corrective actions that need to be taken with individual team members in order to boost their overall sales results.

Ball of String Sales Supervision

How many times have you hired a new sales person and because he or she was experienced and successful somewhere else, they understand how to be successful in your organization? Moreover, did you take for granted that the new salesperson understood what was expected of them on the very first day they began with you? And unfortunately sometime later discovered they do not have your company’s sales process, policies, procedures and prices well understood?

Sales Opportunity Management: The Key To A Sales Turnaround

Does your company need a sales turnaround? As we enter the new year, it's a great time for us to take a fresh look at our sales performance in our companies and take action to turn around those aspects that we're not satisfied with or which are lagging behind our expectations. Putting together a sales turnaround plan for your company can be done fairly quickly and fairly easily.

Superior Sales Management Coaching The Successful Blending of Process and Content

In the early years of my sales career it was a mandate from upper management to managers throughout their respective organizations to learn coaching skills and employ them regularly. It was a requirement that they share the wealth of experience and knowledge gained with those throughout their respective teams. As a by-product incredible loyalty to sales managers became a hallmark of sales teams where the managers themselves took an active and participative role in sales team skill set development.