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Sales Management Information

6 Steps to Avoid Losing Summer Sales


It's a fact - the online world dies down in the summer time. Kids are out of school, families are on vacation, there's fairs to attend to, and many are just spending too much time outside to be online. For those that market mostly online, the summer months could be eating your profit. The good news is, it's easy to take your product to where your market is - offline.

3 Secrets That Set The Context For Sales Success


In today?s competitive environment, every organization is trying to improve sales results. In every company, the most important ? and vulnerable ? link in the success chain is the performance of their people. As a sales management trainer and coach, I see that managers across every industry fail to take a hard look at the capacity of their people to provide the service -- whether it?s to internal or external customers ? that puts them in a league apart from the competition.

The Boss from Hell: Quick to Criticize, Slow to Praise


So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch.

A Coachs Handbook For Sales Managers


This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section ?About the Author?.

Free to Succeed: Effective Sales Leadership Using A Coach Approach


About 2 years ago, I participated in a training program I'll never forget. The leader divided us into two teams. Each team's task was to fire a whack of darts into each number on a dartboard. The leader of Team A was given instructions that his team had to hit the numbers in a certain sequence. He then related the sequence, number by number, to his team.

Stop Drowning: Nine Strategies For Managing Your Priorities


I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager. Susan is also exhausted.

How to Keep Projects From Spinning Out Of Control


Are you involved in projects that seem to go nowhere in a hurry?

Change in Sales Organizations Starts with Me


Question: What do the following have in common?

It?s Time For A Sales Management Revolution


Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month, tightly controlling teams, and constantly reacting to emergencies. There has to be a better way.

Franchise Sales; Recruiting of Laid Off Employees


Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations are working to cut payroll costs. Almost all of these people have absolutely had it with corporate life; they feel burned and unappreciated. They realize that there is no such thing as job security. If a franchiser sales team gets the lead in time, they may still have good credit. If not, these laid off employees will have spent their savings on family crisis type emergencies and day-to-day living expenses. They will have either taken a job for less pay somewhere else out of necessity or be in a line of work totally foreign or unrewarding. Once this happens, they may no longer be in the market for a franchise.

Whats a Professional Sales Manager?


I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn't have my usual number of proposals out for consideration. So, I wasn't as busy as usual. As my activity slowed, I began to worry. My doubts increased to the point where I had thought myself into a real depression, stuck on the question of "What's the use of trying?" The more negative my thoughts became, the less energy I had. My lack of energy led to fewer and fewer sales calls, which of course, led to less activity. And that led to more depressing thoughts. I was caught in a powerful downward spiral.

To Increase Your Sales and Revenue Make Sure To Add Value


What are you and your company?s services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth and value and to set a baseline value for the contributions you bring to the table. To illustrate, following is a simple example based on a company that provides training to other companies:

Why Performance-Based Recruiting Produces Top Sales Performers


Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates have a minimum number of years of sales experience.

How to Sell Strategically


If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?

Beyond the Golden Rule


There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale.

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