It's Time For A Sales Management Revolution

Are you dog tired because of the way you manage your sales team? Are you satisfied with the way your life as a sales manager is turning out? Is it giving you all that you wanted? If not, perhaps it’s time to make a revolution. Here are some revolutionary ideas you might consider.

The Achilles' Heel of Management Coaching

In general, a management coaching meeting should take place only after an employee understands clearly what’s expected and has received feedback at least once that his or her performance is not what it could or should be.

A Coach's Handbook For Sales Managers

Sales organizations have access to more or less the same resources. They can draw from the same pool of salespeople in their niche or geographic area, and they can all learn the same sales or management tools and techniques. Yet some organizations perform at a high level and other stay at the bottom of the heap. What accounts for these gaps is effective leadership Here are the best practices of sales managers who lead through coaching and teaching.

Baditude!

Selling staff attitudes are often a reflection of what they see in their managers.

Poor Performance - Fix it by Coaching

The goal is to achieve a change in behaviour that the team member is committed to and helps you achieve your outcomes...

How Many Salespeople Should I Hire?

Building a large sales team is key to growing sales. Find out exactly how many salespeople you need to achieve your goals.

Generous Donor Refused (how qualified business slipped away)

If you are one of the People at the Top, how confident are you that no qualified business is being turned away? Read about how good revenues slipped through the crack at a major university because the Dean had no system to know that his staff was turning away qualified business.

8 Line Items of a Trade Show Budget

“How much does it cost to do a trade show?” I It can be a little or a lot. These EIGHT major components are good guidelines in budgeting.

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

You’re at a trade show. Out of town. It’s probably an unfamiliar city. Maybe overseas. Lots of strangers. There’s a client or two. A couple of buddies. Lots of opportunities to do business. Lots of opportunities to get yourself in a bind.

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed to resolve a debt issue, it is time to call in a professional - a commercial collection agency or a lawyer specializing in commercial debt collection.

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

YIKES - There you are with great sales resistance, which you could overcome if you knew what to do. This fellow is asking for you to give up client info – and you don’t know what your client will say.

Increasing Business Through Distributors

You’re a small company with a good product. You are confident that the product can sell, but you don’t have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don’t have the staff resources to support those that purchase the product. How do you make your good idea and good product create success for you?

Never Trust a 'Silent' Customer

Do you have customers that leave suddenly? You were doing an outstanding job for them, lavishing them with truckloads of service and yet they disappeared without a word. The key operating factor here is 'without a word.' That's the scary part! The silent ones are always the most dangerous. If you would like to learn how to keep your customers, you've first got to keep them noisy. Read this marketing article to find out just how you can make complaining clients one of your biggest assets.