Point Your Employees Toward Financial Freedom

Sales managers can use their influence to help their salespeople become financially independent. This article suggests some ways how to do so.

Sales Managers: Boost Your Credibility & Sales by Updating Your Database

I’ve been driving a Porsche Cayenne for more than two years, yet my leasing company keeps sending me letters imploring me to trade in my Mercedes SUV. They should know the Mercedes is long gone because they bought it from me! Getting these mailers not only tells me that my leasing company is sloppy, but that their special, supposedly customized offers are anything, but. I’m just one of many contented sheep grazing in their fields, and when they want to clip me again, they can more or less do so, at will. Don't make the same mistake advises Dr. Gary S. Goodman, President of Customersatisfaction.com, top speaker, best-selling author, and international sales and customer service consultant.

A Top Sales Speaker Tip for Sales Effectiveness

A Sales Speaker advises you to ‘Run your Numbers’… don’t ‘Run After’ Sales Quota.

People Don’t Buy Relationships, They Buy Specific Proposals

There has been a lot of ink spilt over the topic of customer relationships. But people don’t agree to developing relationships, as a general rule. They buy specific proposals, says top speaker, international consultant, and popular commentator on radio and TV.

Feasts, Failures and Food for Thought

Feasts, Failures and Food for Thought The Three Biggest Mistakes Sales Managers Make

The Sky Isn’t Falling – The Sky Isn't Falling

Sales failure is not a single, cataclysmic event. Sales stagnation, territory shrinkage and lost market share doesn’t happen overnight. Failure is the inevitable result of an accumulation of poor thinking, poor planning and poor choices. To put it more simply, failure to grow sales is nothing more than mistakes in judgment, complacency or the attitude of being in a comfort zone repeated every day. Now why would a sales person make these kinds of errors in judgment day after day? The answer is because they don’t even realize it or even if they do he or she does not think that it matters.

ABC’s of Sales Planning

Why do I need a sales plan? Sales planning is critical to sales success. Return on Time Invested (ROTI) should be key criteria that every salesperson should use when evaluating their account base. The biggest asset a salesperson has is their time. It is imperative that they manage this asset carefully. Time management is called the queen of the management sciences and the reason why they call it the queen of management sciences is that time management – needs to be “romanced” –salespeople need to go through a fundamental management course every 12- 24 months.

There's Magic in Thinking Big

Follow the rules in this article for more accurate sales projections for 2007. High expectations tend to lead to a higher performance.

Why Sales Interviews Are Worthless When Hiring A Salesperson

Sales interviews are worthless. Following this article's 2-step process when hiring salespeople will give you a better indication as to their sales skills than a scripted interview will.

Hire the Right Sales Manager

Although every organization is different, hiring a sales manager is not as simple as it looks. In fact, the wrong sales manager can quickly damage morale, if not scare away the sales reps and potentially injure the firm.

CRM: Culture or Technology

CRM as a concept is great, in practice it is very different. For those who hope software will address they woes without addressing their sales process, it is a long costly and painful realization. For CRM to succeed, it has to start with process and culture, then use software to reinforce and grow.

Are You An Effective Communicator

I don't care what else you accomplish this year. If you can effectively address these three issues, you will be amazed at how much more profitable and competitive you can be in the market place.

Professional Development for Sales Managers - the Difference Between Effectiveness and Mediocrity

Becoming a sales manager is an achievement in itself. It shows a certain level of competence. It doesn't indicate that there is nothing else to learn.