Video Shop for Sales Success

Learn how video/audio mystery shopping can accelerate sales performance!

Motivation with Direction

How do you communicate when sales are below forecast, you are over budget, or you are not on plan? What impact does this have on moral and motivation for the organization? Are demoralized and intimidated employees more likely to rise to the challenge and improve performance than inspired contributors with clear direction and leadership?

7 Reasons Why Your Sales Results Suck: Part 1

One of the more fun parts of my job is talking to sales managers who refuse to admit that the results that their sales force gets indeed 'suck.' What do I mean by this statement? First of all, let's face it, I use that word to get your attention and now that I have it let me explain. When any frontline sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to pay for there fair share of these expenses, then they are 'sucking' these valuable resources at the expense of other employees who ARE pulling their weight.

Simple Pay Plans Can Make Sales Explode!

Last week, I conducted a new seminar in Sao Paulo, Brazil. My audience consisted of about one hundred sales managers, directors, and business owners, and we covered in depth the topic of motivating and compensating sellers. I unveiled a pay plan that in my experience is the very best one of all. It keeps top sellers’s noses happily to the grindstone and it produces overall equity. Someone who sells three times more will earn triple what his peer earns. But this isn’t a harsh commission-only plan. Anyway, it is very simple. I asked everyone in the room if THEY would like to be paid this way. Nearly all would, and would their salespeople like it and perform well under it? Yes, again, was the answer. But how many of them felt they could recommend it and have it be adopted? Very few hands went up. Why? The plan seems “too rich” one of them pointed out. It’s “too good” another one said. I think what they were really saying is it’s too obvious and too simple, says Dr. Gary S. Goodman, top speaker, international consultant, and popular commentator on radio and TV.

3 Keys to Grow Your Business

The number one most costly issue for small business owners today is “low productivity” followed closely by “selecting employees.” By incorporating these practices into their own recruiting and hiring process, small business owners will eliminate the two most costly business issues.

The Sky Isn’t Falling – The Sky Isn't Falling

Sales failure is not a single, cataclysmic event. Sales stagnation, territory shrinkage and lost market share doesn’t happen overnight. Failure is the inevitable result of an accumulation of poor thinking, poor planning and poor choices. To put it more simply, failure to grow sales is nothing more than mistakes in judgment, complacency or the attitude of being in a comfort zone repeated every day. Now why would a sales person make these kinds of errors in judgment day after day? The answer is because they don’t even realize it or even if they do he or she does not think that it matters.

There's Magic in Thinking Big

Follow the rules in this article for more accurate sales projections for 2007. High expectations tend to lead to a higher performance.

2007 Sales Management Strategies to Think On!

All entrepreneurs and companies must manage their sales because without sales the company is no longer viable. Sales management sounds easy, but it is not easy at all. Most small businesses cannot afford a sales manager to solely work in the sales department. Instead the sales manager usually has multiple jobs; such as sales trainer, new product development, sales and managing the other salespeople or a team of salespeople. Nevertheless, the manager who is in charge of sales must maintain performance otherwise the company cannot grow from its efforts.

You Are Responsible To Employees, Not For Them

Do you treat all employees the same yet differently? This concept, at first glance, might seem to contradict the previous one we just discussed. But if you will carefully observe, you will see some very subtle differences.

Costs Of Search

Search cost is an economical phenomenon which has recently developed due to increased number of products and services offers and customer demands as well.

Strategic approach to all accounts

A strategic approach is not limited to National or Major Accounts only. Unless your sales are 100% opportunistic, a strategy is still key to managing your team, and for each member of the team looking to succeed not only on an account level but their whole territory.

What Really Drives Today's Marketplace?

Not understanding what truly drives marketplace can seriously affect your closing ratios and your customer satisfaction. Are you using a flawed strategy?

What do Decisionmakers Want & Need from Today's Salesperson - 9 Steps to 21st Century Sales Success

Every decision maker today is asking themselves 'what will I gain from dealing with your company's sales person'. There are nine key Steps to Success, that every sales person needs to know.

5 Good Reasons To Take The 'Price Negotiation' Burden From Your Sales Team

If you are working in a traditional repeat-business company, you probably have a field based sales team. If so, the team are probably calling on the same customers on a monthly (maybe more frequent) basis. Because your sales team is well trained and enthusiastic, as well as servicing their existing customer base, they will be trying to follow-up new leads and find new customers by networking with other sales people, searching directories and asking existing customers who their main competitors are. So should they also bear the burden of price negotiation?