Why Do So Many Potentially Good Sales Managers Fail?

The single most common mistake that organisations make is promoting their number one salesperson into the role of sales manager, thereby depriving themselves in a single stroke of their best producer and hamstringing their sales force with an ineffective manager. The skills required for managing, mentoring and developing a sales team are totally different from those required for selling. As a result, it’s not uncommon to find newly promoted sales managers who regret having taken a management position and may even leave to get back into sales.

Positional Authority

Those who have authority based on the position they hold in the community have Positional Authority. This includes your boss, the U.S. President, or a police officer.

Does Your Sales Training Program Address Your Sales Performance Issues? Part 1

Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues

Sales Managers: You'll Set More Appointments With Better Call Analysis

In this article, Dr. Gary S. Goodman, best-selling author and Fortune 1000 consultant, points out some of the lesser known but especially valuable things managers should track when their crews are prospecting for appointments and sales.

Sales Managers: Post Your Sales Results Conspicuously!

There is nothing quite like peer pressure to make a sales force manage itself. How can you unleash people’s competitiveness? One of the simplest and best ways is by posting sales results in places where everybody can see them, recommends Dr. Gary S. Goodman, Fortune 1000 consultant, top speaker, and best-selling author of 12 books, including HOW TO SELL LIKE A NATURAL BORN SALESPERSON and YOU CAN SELL ANYTHING BY TELEPHONE!

Top Speaker Says You Aren't Bored: You're Just Not Challenged!

We can only be bored when we’re not being challenged or we’re not challenging ourselves, says Dr. Gary S. Goodman, top speaker, best-selling author, and Fortune 1000 consultant. He shares a solid tip managers use for getting salespeople to undo boedom and to outdo themselves.

Strategic Selling Begins In The Boardroom

In most industries today, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO’s or managing directors of those top companies, which logically means that there are maybe 500 customers for a million sellers. With such intense competition, conventional approaches are not equal to the challenge. Salespeople need to develop strategies that distinguish their products, services and their organisations in the mind of the customer.

Underlying Keys to Motivation

Motivation starts with vision. In other words, people need to believe that they will succeed in what you are motivating them to do.

Developing Your Team - What Are Your Options?

In today’s highly competitive selling environment, there is less room for apprenticeship, as organisations need to see a swift return on their investment. Therefore, Sales Directors need to allow sufficient time to enable their investment in training and development to “pay off”. Introducing ongoing reinforcement programmes will help accelerate the benefits gained from the training and development investment.

Are You Setting Your Team Up for Failure?

Changing your recruitment process will change your organization and the people within it. Rather than constantly replacing your staff, you’ll attract talented salespeople and become a successful company just by letting your sales team be themselves.

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.

Developing Sales Discipline: Here's What It Means To You!

In an earlier article I asked whether selling is more of a skill or a discipline. My take on it: It comes down to about 80% discipline, and 20% skill. Some people took umbrage with my view, probably because they want to glorify this fine occupation of ours, making it seem difficult, and therefore somehow more professional. But the real difficulty is summoning the discipline to do what has already been proven, in millions upon millions of transactions, over many decades, to get buyers to buy.

Managing a Car Sales Lot

Many customers when they are out shopping for cars go to a car sales lot and walk up to the front. The first thing they see is about 10 guys nicely dressed standing there like vultures trying to sell them a car. At first glance they look rather lazy and waiting for easy prey.

How to Increase Your Sales - Part II

Increasing sales is the culmination of many small but fundamental actions repeated on a daily or regular basis, here's one of those actions you MUST do if you want to increase your sales.