Sales Coaching... Fact or Fiction?

The old adage in selling has always been, “Find out what they want, then, give it to them.” The fundamentals of selling are clearly that elemental. The application thereof, however, continues to be t...

Hiring--A Vital Key In Sales Management Success

When hiring a sales professional, checking an employment candidate's references properly, can make managing your sales staff members much easier.

Train a Winning Sales Team: Rounding Third and Heading for Home

Just as a coach can’t swing the bat for the player at the plate, we can’t be with our teams every play of the game. We must share our best techniques for sales success, so that when split-second adjustments need to be made, they have the skills to make the right ones.

The Surest Way to Boost Sales

If you have a small business and you are looking to boost your sales and make the public aware of your business, how do you going about doing this? There is one sure way that I know to boost sales and create awareness. It may not be sexy, but it WORKS!

It's Time For A Sales Management Revolution

Are you dog tired because of the way you manage your sales team? Are you satisfied with the way your life as a sales manager is turning out? Is it giving you all that you wanted? If not, perhaps it’s time to make a revolution. Here are some revolutionary ideas you might consider.

The Boss from Hell: Quick to Criticize, Slow to Praise

A proactive, practical approach to dealing with difficult bosses and getting them to notice your positive contributions.

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations are working to cut payroll costs. Almost all of these people have absolutely had it with corporate life; they feel burned and unappreciated.

Beyond the Golden Rule

Getting your message across is a matter of knowing how to connect with other people. On of the main secrets is going beyond the golden rule.

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You’ve probably heard of focus groups. It’s a tool that the big boys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call “clue hunting.” Could a focus group help you test an idea for a product or service? And, if so, how do you go about holding a focus group. This article explains how to hold a successful focus group and what you can expect to learn ...

Your Extended Shadow And Successful Sales Management

What you say and do speaks louder than the words you use to manage the selling process...

Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results

Use the strategies described in this article to maximize sales growth in your territory!

Free to Succeed: Effective Sales Leadership Using A Coach Approach

Learn three powerful secrets to effective sales management

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

You’re at a trade show. Out of town. It’s probably an unfamiliar city. Maybe overseas. Lots of strangers. There’s a client or two. A couple of buddies. Lots of opportunities to do business. Lots of opportunities to get yourself in a bind.

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

• Can your core culture be damaged by over motivation?
• Can recognition drive the wrong behaviors?
• Can incentives become counter productive?