The Cry Baby Sales Person ----- What Should We Do?

How do we deal with a sales person that doesn't know when to shut up? Is performance just about the numbers? Is he a member of the lucky territory club. Read on for some advice on how to deal with this type of situation.

Kids Shopping Cart Cars

Certainly by now you have seen those new ultra-long SUV type shopping carts, where the kids sit in the plastic car in front and pretend to steer down the isles? They are excellent for Store Managers as it keeps kids from pulling items off the shelves.

Sales Management - How to Define Your Company's Sales Job - Part 1

Would you agree that every sales job is unique in terms of products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? This article explains how you can accurately define the parameters that will produce success in YOUR company’s sales job.

Prospecting for New Business: Selling at Its Finest

Best questions to ask on prospect calls. Great article for sales managers who have difficulty getting their salespeople to prospect.

Six Sigma Tools

Statistics is the powerful methodology for quality improvement.It pays to get to know some of the most important of the Six Sigma statistical tools such as Control Charts,Failure Modes and Effects Analysis (FMEA),Histogram and Pareto Chart.

5 Training Tips for Sales Managers

How do you get your sales team solidly behind your telephone sales campaign and telephone sales goals?

Leverage Sales Management with Emotional Intelligence - What is Your Lasting Imprint

It all starts with your thinking or your mindset. The best in sales and sales management are positive thinkers.

Sales Management Myths: Entrepreneurial Salesperson

I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, free to develop the customers they chose with the products they wanted.

Sales Management - How to Stop Wasting Expensive Technical Resources

How does your company decide how to allocate technical resources to opportunities? What percentage of your company’s technical resource is wasted on opportunities that never close? This article provides a strategy for minimizing this waste.

Five Tips For Hiring The Right Salesperson

Are you ready to make the right hiring choices? If you plan to hire any salespeople, you’ll want to avoid some common hiring mistakes.

How To Manage Poor Performing Salespeople

Taking swift corrective action with poor sales performers is the key to any sales manager’s responsibilities. Nowhere is it more important than in sales to quickly take action when a sales person is not hitting their revenue targets. Management’s job is to diagnose and detect the underlying reasons for a sales person not performing and to engage in corrective action in order to correct the behavior, the activity or the results as necessary.

What's Your Loyalty Quotient?

If you're the boss, you should be concerned with your Loyalty Quotient (LQ). Your LQ reflects how dedicated your staff is to you.

Use The Blitz Presentation and Blitz Sale - When Appropriate

Sometimes in commercial/industrial sales we find that we should make a presentation on an initial or cold call and try to get a sale. We must be prepared for that requirement because we don't know when it will happen.

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.