Stop Sabotaging Employee Performance

If you have a problem or challenge in your organization look up the ladder for the causes and down the ladder for the solutions. Most poor managers and executives reverse this process.

A Fresh Approach To Managing Your Most Important Accounts

Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a major account strategy works well it is extremely satisfying.

Why Sales And Marketing Recruiting Is Different

Our company specializes only in hiring sales and marketing people, from front line contributors, to mid-level and all the way up to the executive level. We hire sales representatives, account managers, national accounts executives, directors, and vice presidents of sales and marketing. Through that process, we’ve developed a tremendous amount of expertise in these two functional areas that most recruiters don’t have.

Foundational Principles of Persuasion

Central to understanding persuasion is the concept of neutrality. The laws of persuasion are neither good nor evil. They simply exist. Just as nuclear power can be used to create electricity or an atomic bomb, persuasion can be used to create unity or to force compliance. Whether the outcome is good or bad depends on the person using the laws and how that person applies the techniques of persuasion.

Managing the Sales Floor in a Box Store

One of the most difficult things to do is to manage the sales floor of a large box store, especially when the corporate office keeps cutting your staff, apparently to cut costs and increase profits. Yet when a Box Store is understaffed you need to work a lot harder and this is not always as easy as it seems. Why? Well it is human nature when one person is talking to a sales clerk asking a question, that someone else will think to themselves; Maybe they can answer my questions too, I have been looking around for over 5 minutes.

Why Not Take The Sales Quiz To see How You Are Doing?

Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff with you. Please give me a call if you would like the answers to this quiz.

In Summary - What Is Major Account Management All About?

An effective Major Account Management strategy depends on selecting your major accounts intelligently, creating a strong, consistent, flexible way of working with both major accounts and other customers and then implementing the plan in a disciplined, effective, efficient manner.

How To Be a Sales Mentor

Setting the appropriate example for others on a sales team, especially rookies is crucial. Here is how to do it.

Five Crucial Things You Forgot About Selling

The best salespeople have forgotten more valuable strategies than mere amateurs will ever know. Here are five crucial things you forgot, if you're in sales, sales management, or sales training.

Sales Management for Bike Manufacturers

There are so many types of sales in commercial industry. One I would like to discuss today is selling to get new distributorships for a manufacturer. Specifically a bicycle manufacturer, as without these distributors

Manage Your Sales or They Will Manage You

If you own a small business, head up the part of large corporation or are thinking of forming a company you need to realize that if you do not manage your sales they will manage you. For instance if you are building a top notch business plan for investors to look at who might in turn fund this business idea of yours, you better make it really clear to them where your sales come from and who you will manage them.

Do You Have The Courage To Rate Yourself As A Manager?

2006 is quickly becoming history. Your results as a manager are evident by the achievements you have accomplished and the challenges, failure and un-met goals that were for whatever reason not realized. One of the behaviors I have been advocating for many years for managers is that they carefully and routinely evaluate the areas where they have made progress and where they have not.

Environmental Expectations

Your environment and the expectations of that environment should be persuasive. In a theory they call the Broken Window Theory, James Wilson and George Kelling suggest that a building full of broken windows will cause people to assume that no one cares for the building or its appearance. This in turn will spur more vandalism. In other words, the environment's condition gives suggestions that lead people to hold certain assumptions, and people then act on those assumptions.

First Impression Expectations

Have you ever noticed how the people you assume are going to be jerks turn out to be just that? And if there is someone you're especially excited to meet, then you meet her and she seems great! Often our assumptions and expectations about someone we're about to meet for the first time play out exactly as we've already mentally conceived them. Once again, even when first meeting someone, you will send subconscious messages about how they are to respond and behave.