Do You Talk Too Much?

One of the biggest mistakes poor salespeople make is THEY TALK TOO MUCH. The second is: THEY GIVE INFORMATION BEFORE THEY GET IT.

Successful Sales Managers Are Great Influencers

Great influencers manage to get other people to go along with their ideas whilst maintaining the relationship. If people feel manipulated, relationships will be damaged. It is important to understand the different strategies available to you and to plan your approach.

Sales Leadership Fundamentals

What qualities do you possess that make you an effective Sales Manager? Sales management is about being a leader of people, not selling.

Take Time to Manage Your Time

Time is all you have. Manage it and don't let it manage you.

A Top Sales Speaker Tip for Sales Effectiveness

A Sales Speaker advises you to ‘Run your Numbers’… don’t ‘Run After’ Sales Quota.

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.

Feasts, Failures and Food for Thought

Feasts, Failures and Food for Thought The Three Biggest Mistakes Sales Managers Make

Plan Implementation And Control

The ongoing process of the firm is often dependent on control – the feedback process that helps the marketing manager learn 1) how ongoing plans and implementation are working and 2) how to plan for the future.

Are You Fully Prepared For A Fresh Set Of Challenges? A Sales Management Checklist

As we near the end of the year, this is an excellent time to take stock and ask yourself some important questions to ensure that you are totally prepared for the fresh set of challenges that lay ahead next year

ABC’s of Sales Planning

Why do I need a sales plan? Sales planning is critical to sales success. Return on Time Invested (ROTI) should be key criteria that every salesperson should use when evaluating their account base. The biggest asset a salesperson has is their time. It is imperative that they manage this asset carefully. Time management is called the queen of the management sciences and the reason why they call it the queen of management sciences is that time management – needs to be “romanced” –salespeople need to go through a fundamental management course every 12- 24 months.

Do Your Salespeople Have Walk-Away Power?

Sooner or later, you will have to walk away from a prospect or a client relationship that is no longer worth your time, energy, corporate resources or willingness to continue. What are the characteristics that could contribute to this decision? Here are a few to think about...

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.

CRM: Culture or Technology

CRM as a concept is great, in practice it is very different. For those who hope software will address they woes without addressing their sales process, it is a long costly and painful realization. For CRM to succeed, it has to start with process and culture, then use software to reinforce and grow.

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?