Selling and Managing National, Global, and Major Accounts: It's Probably Easier Than You Think!

Over the years, I've observed a couple of things about salespeople and managers charged with penetrating and managing Major Accounts. They experience additional pressures, reflective of the higher sales quotas and dollar volumes expected of them. They also mistakenly believe that distinct selling strategies are required to sell into key accounts. All of the principles of High Probability®Selling are completely compatible with Major Accounts Selling.

A Standardized Company Sales Plan - Good Idea or Bad?

Explains why attempting to require experienced salespeople to follow a mandated company sales plan will derail their success and cause high turnover.

Leveraging a Sales Person's Motivation

Sales Managers need to evaluate each sales person’s motivation, skills, and the thinking supporting them due to shifting corporate goals and competitive threats.

Clothes May Make The Man, But Debt Makes The Salesman!

According to popular keynote speaker, best-selling author, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, we can learn a lot from our sales managers and the business owners for whom we work. He shares an insight that reveals the secret of making an average salesperson good, and a good one, great.

The Paradox of International Trade Shows

There is a paradox to exhibiting in an international trade show. And it has two parts. THE FIRST? It is unique because it is foreign. If it’s your first show, it should be a real adventure. If it’s your umpteenth overseas trip, you may view it as a drag, or look at it as an opportunity to maintain and expand relationships. THE SECOND? It is the same as doing a show in the US.

Sales Management and Leadership - They Aren't the Same!

Management and Leadership are NOT the same thing. Managers are sometimes expected to Lead, but are seldom taught how. How would a 3% -8% or more improvement in performance by the sales team affect your bottom line?

The Danger of Success

Sometimes success makes us forget the skills we used to acquire it. Then as time goes by, when we need that skill once again, it has atrophied to the point where we can't do it anymore. That can be disasterous.

Prospecting - The Importance of Repetition #2

Repeatability of your Prospecting wording is critical to make it successful and easy. The easier you make Prospecting, the more you will do and more customer you will win.

Sales Managers: Get Your Team Up For The Game!

Customersatisfaction.com President, customer service and sales coach, and popular speaker, Dr. Gary S. Goodman, says its the duty of every sales manager to get his or her team psyched-up for the game. This radio and TV expert commentator, reveals just how to do it, time and again.

Managing Sales Mavericks

Mavericks can have a huge impact on bottom line for your company, but they also can be a big drain on your organization. Often times, these mavericks won't follow the company's policies and procedures when it comes to sales process, selling methodology, reporting forecasting, using your CRM tools, etc. What do you do with these mavericks and how to you manage them to a better result?

How to Retain Top Sales Talent

Of constant concern in senior management ranks is the turnover rate of their sales members. If your goal is to stabilize the sales team, improve their performance and retain your top performers, then you will want to read on.

Sales Cycle Reduction Equals Sales Acceleration

What would it be like if you could reduce the time it takes you to close orders from new customers by 10, 20, or 30%? Think about how a reduction in your sales cycle could lead to rapid improvement of your sales results and your revenue generation. Many companies neglect to take time to analyze their sales cycle and look at ways to reduce it…which can be done by more clearly defining their sales process and looking for areas to eliminate lengthy steps or delays.

Can Your Superstar Sales Person Become Your Superstar Sales Manager

Finding the right person to fill the sales management role is a common quandary in wholesale distribution. It can be especially challenging when a decision is based strictly on sales territory performance without regard for the specific skill sets required to lead a sales force-2005 has been a good year in wholesale distribution with some industries recording double digit growth rates. With market cooperation like that, most sales people are smiling as they hit or exceed their quotas. Deciding on the right sales person to promote to sales manager can become a difficult and risky decision.

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.