Customer Relating Theories

Theories relating to customer services and expectations are closely connected with each other and can be accepted correctly if only they all are applied together.

How To Get The Best From Your Sales Team

In terms of achieving and sustaining optimum performance levels within your team it is vital to recognise from the outset that effectiveness depends on the interaction of the following three factors-

3 Ways of Pricing – Why Value Pricing is the Best

There are three principal ways you can set your price: 1. Cost plus: decide how much profit you want to make and apply the margin to the cost. 2. Competitive pricing: check out your competitors and price against them, or just below. 3. Value pricing: value your total proposition and charge a fair price for the service you provide. Which is right for your business?

Prosperity, Is It Actually Weakening Businesses Today?

This is a very prosperous time for most people living in developed nations today. Consumers continue to desire the latest and greatest in virtually every economic sector. Could it be that this unprecedented prosperity is actually setting up many businesses for catastrophic failure?

New Trade Globalization

Globalization is an old process in a new setting of unparalleled technological advances, unprecedented penetration of national economies by multinational corporations, and the neo-liberal revival of the free trade doctrine.

Tough Reprimands -- How To Handle That One On One Discussion With A Sales Person

What do you do when one of your sales people just isn't performing up to standards? The key to answering that question is determining the cause of the non performance. Start by reviewing the obvious. A sales person must have adequate tools, resources and leadership to maximize their effectiveness. The review process is a critical component of sales effectiveness. This review should occur monthly for regularly performing sales representatives (reps) and even more frequently for those reps that are under performing. This review enables the sales manager and the sales representative to discuss, plan and measure success. In addition to possessing and capitalizing on certain natural talents and traits, the review process should encompass the following issues:

Customer Relationship Management

Customer Relationship Management, in reality it means changing the focus of your business to become customer centric. Funny thing about that statement is most organizations believe they are already customer centric

Cold-Calling (Selling Ice To Eskimos)

Cold-calling is still heavily used despite the fact it is an outdated sales strategy in today's information age.

Sales Management

Sales Management includes features for creating the sales force; organizing sales force, sales forecasting and planning, identifying potential customers, maintaining client information, and creating and managing schedules.

Is Your Sales Team Paralysed By the Fear of Failure?

Does this sound familiar? You go to your monthly sales meeting with the other sales managers and your line manager lets fly with both barrels that sales figures are down and it has to improve or 'heads will roll.' You go back to your sales people and pass on this pressure to them? Read this and find out why that is the worse thing you could possibly do!

Building A Top - Level Balanced Scorecard

ActiveStrategy details the foundation of a strategy map that is used to build an organization's balanced scorecard.

3 Keys To Identifying A Sales Achiever In A Hiring Interview

Salespeople are experts at getting past a typical interviewer. So here's your challenge: How can you turn the odds in your favor? How can you interview in a manner that will reveal whether the person sitting across the desk from you will be first string on your sales team or will be a sales underachiever?

The Sales Management Leadership Quiz

Finding the right person to fill the sales management role is a common quandary in most businesses. It can be especially challenging when a decision is based strictly on sales territory performance without regard for the specific skill sets required to lead a sales force. Deciding on the right sales person to promote to sales manager can become a difficult and risky decision.. It is an indisputable fact that different skill sets are required to become a successful sales manager as compared to being a successful sales person. Selling is a profession that requires professionals. Managing a group of professionals with the type of personalities required to succeed in sales is no easy task. Yet, in my humble opinion, it is probably the most important management position you can hold in a company. Sales management holds the key to meeting company objectives. Effective sales management builds the platform for success. Sales people are not the easiest group in the company to manage. If they were they would not be sales people. Selling is not easy. It takes a special talent, self motivation, self discipline, a passion to succeed and the ability to accept rejection.