Sales Success or Failure - Whose Fault Is It?

No matter what the size of your organization, its success is the product of a collective effort. Here are some ideas to help you pinpoint the areas which offer you the greatest opportunities for success.

Sales Management and CRM - Setting up the Central Memory

Sales management changed with the introduction of CRM. For both larger enterprises to the smaller companies the management of the central memory became an issue.

Persistence in Prospecting is Simply the Aerobic Training of Sales

Long Slow Prospecting is to sales what Long Slow Distance is to Triathlons. The more you train, the better you get, so you can train harder and enjoy more success.

Marketing by Prospecting

If you don't have a large marketing budget, then you must combine your marketing and prospecting skills. What if you had a system for using your marketing tools with your prospecting skills? You may just exponentially grow your business and have fun doing it! Marketing by Prospecting may just be that system.

Shifting the Sales Compensation Paradigm

How do you protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease. Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. Solving this issue may take creating a new paradigm for sales representative compensation.

Romancing The Clone

As everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked turn into career limiting habits.

Persistence at the Start Really Pays Off

We all have a tough time Prospecting. It is especially difficult to begin a prospecting process when you aren't used to it. Persistence at the beginning of any prospecting program is critical tot the success of the program.

A Fairy Story

Once upon a time there was a factory that produced nuts, bolts and washers. There was a highly efficient production line dedicated to each, and each production line ended in an area called Assembly. In Assembly were a group of workers who put the nuts, bolts and washers together before they were despatched to the customer. Each worker sat at a bench. In front of them were three boxes, containing nuts, bolts and washers. They took the components, put them together and then dropped them into a fourth box situated on the floor behind them.

A Sales Process Must be Certified to be Successful

If you can recite the steps of your success driven sales process and can show the ratios of success you are in the minority. We ask the question of how to define a certified success driven sales process and suggest how to develop one that passes the sales management grade.

6 Danger Signs You May Be Headed to Micro-Management

Do you 'manage people' or Mentor and support competencies and activities? Here are some 'Macro' tips to avoid the pitfalls of sales micro-management.

What's Your Magic Number?

Setting and Exceeding Sales Goals through Key Performance Indicators (KPI) The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have you identified the KPIs in your sales process?

5 Tips for Finding Your Core Competencies

Imagine if during an interview process, you could tell a sales recruit what sales performance competencies are needed and measured... and what levels are necessary to be successful at the sales poistion being considered. All based off of real performance numbers and average benchmarks. Before you can do that, learn how to boil the fat off of mere sales activities and define what legitimizes a 'Sales Competency'.

Sales Effectiveness: How to Raise Performance of Your Sales Staff

How much revenue did your outstanding sales professional deliver to your organisation last year and what would it be worth to clone that performance across your entire salesforce?

Proposed Business Opportunity Rules and Mandatory Disclosures

All franchise companies have mandatory pre-sale disclosures to all buyers and in many states there are required disclosures for Business Opportunities, but not all states. The Federal Trade Commission (FTC) is proposing separating