Last Build Date: Fri, 30 Sep 2016 10:01:11 -0400
Fri, 01 Apr 2011 00:00:00 -0400If you're responsible for the sales commission function in your company you have probably encountered or heard others complain about the complexity and time-consuming nature of getting commissions done correctly for the sales team and management. While understanding your company's commission plan and how it is calculated may seem like rocket science, another aspect of sales commissions exists that is just as time consuming and painful; getting sales commissions statements out to everyone on your sales team accurately and on-time.
Tue, 14 Sep 2010 00:00:00 -0400"We're forced to close because the bank will not loan us the money we need." Phrases like this have been heard too many times the last several years, and yes, it's unfortunate, but here's my perspective: "Companies don't fail due to a lack of financial capital. They fail due to a lack of intellectual capital." To determine the success or failure of a business... we need to challenge conventional thinking and challenge ourselves to go outside of our comfort zone to seek diverse opinions and ideas.
Tue, 14 Sep 2010 00:00:00 -0400Now more than ever, you need to stay tightly focused on your goal if you expect to keep your level of sales motivation up. It becomes far too tempting to start chasing after the latest trend when things are not happening at the rate you expect them. We've all done this at one time or another. Sales slow down and suddenly, a new customer appears, a new product comes out or a new sales technique emerges, and you start to think it is the "cure all" for ALL your sales struggles. You begin chasing after the new trend instead of sticking to tried-and-true sales techniques.
Tue, 10 Aug 2010 00:00:00 -0400Almost every retail outlet, from the large well-known retail chain to the small independent retailer, uses barcode systems as an essential part of their retail business operation. They use barcode systems in order to meet the competitive challenges their organization face everyday. Barcode systems help keep track of a large number of items in a retail outlet.
Sat, 24 Jul 2010 00:00:00 -0400Sales management training is not as common as it used to be that most organizations believe that the management of sales already knows everything. But lack of education is the root of most problems companies 'bottom-line. Sales management training is the basis for the sales results for course selection guidance, training, reward and promotion.
Fri, 28 May 2010 00:00:00 -0400Effectively tapping the potential of barcode scanning can help retail outlets to better manage their resources. With the advantages of barcode scanning, like faster data capture, accuracy, and automatic identification, retail outlets can increase their operational efficiency, accuracy of inventory tracking and stock levels, workforce productivity, and provide better customer service.
Tue, 11 May 2010 00:00:00 -0400Partner channel sales account for majority of the total sales with an estimated 70 percent compared to 30 percent of direct sales from technology, manufacturing and consumer goods in the United States. The U.S. Bureau of Labor Statistics estimates that 5M sales people were responsible for the 70 per cent indirect sales in the high tech, manufacturing and distribution industry.
Sun, 21 Mar 2010 00:00:00 -0400Keeping your pipeline of prospects full is no easy task. I'm not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary - keeping your pipeline full. There's no way to slide into loads of profit without some effort - serious effort - on the front end.
Wed, 05 Nov 2008 00:00:00 -0500By focusing your customer's attention on the value / benefits your products or services offer, you can help them see that it is imperative that they continue in business with you because of how you and your company contribute to their overall success.
Thu, 26 Jun 2008 00:00:00 -0400Anyone can sell if the price is cheap enough or if what is being sold is something people can't live without. However, for the vast majority of us, neither of these luxuries are part of the scenario. The difficulty of selling is compounded by the fact that most customers have a wide range of options available to them regarding what they can buy. Therefore, in order to close the sale, it becomes necessary for us to stand out from other salespeople. One of the best ways to be different is by displaying a confident personality.
Mon, 24 Mar 2008 00:00:00 -0400Are you a sales manager who's having problems managing your new sales force? Now, you can discover a top Sales Psychologist's simple 4-step process to managing your new millennial sales team.
Wed, 23 Jan 2008 00:00:00 -0500Sales consultants have a number of tasks to perform during their average day. While daily tasks hinge largely upon the industry that they work in, sales consultants often have to work with clients and sales managers in order to find the best products for a client's needs.
Tue, 11 Sep 2007 00:00:00 -0400The sales process is a major way that one can look to add improvements to his company. Streamlining the sales process will lead to greater profits; furthermore; sales process improvement greatly raises the bar for your company. With a bit of sales process consulting you can go from a bottom tier company to a field leader. Sales process consulting will do this for you, plus so much more. Look to these ideas to improve the sales process for you and success will surely follow.
Tue, 11 Sep 2007 00:00:00 -0400Developing a useful sales plan for your company can be quite a useful tool. Sales planning will not only help you manage the growth of your company, but it can also show where you can take your company in the future. Sales' planning is difficult, what with all of your goals and objectives to specify. But with the right sales plan, you will certainly see marked improvement within your business.
Mon, 27 Aug 2007 00:00:00 -0400The easiest way to assure that your staff will meet their target sales is to implement positive sales management strategies throughout the business. Have great leaders and others will follow. Make research into sales management strategies a priority for you and it will become that for others. In this manner target sales will continue to be met and surpassed on a monthly or yearly basis.
Fri, 24 Aug 2007 00:00:00 -0400Training sales management professionals can be a daunting process. That is why locating the right training material on sales management can be so fundamental. It can allow you to emphasize your goals and expectations for staff members; furthermore, the training material on sales management can also provide ways for you to be a better leader. It may take a while, but training sales management remains one of the most productive things that you can do to make your business a success.
Wed, 02 May 2007 00:00:00 -0400Come on, don't deny it; we've all said that at one time or another (yes, under your breath still counts). We know that our job is to get things done - not to do them ourselves. So why do we often end up frustrated when we think something hasn't been done properly?
Sun, 22 Apr 2007 00:00:00 -0400Unbelievable sales growth by dealing with resistance up front. "I should have thought of that!" "How did he come up with that approach!" That was my reaction when Gary May gave a brief overview of how he took a small sales force and created sales growth that makes a fighter jet with the afterburners on seem slow.
Thu, 22 Feb 2007 00:00:00 -0500Sales Management includes features for creating the sales force; organizing sales force, sales forecasting and planning, identifying potential customers, maintaining client information, and creating and managing schedules.
Wed, 10 Jan 2007 00:00:00 -0500Are you getting the appointment, but not the sale? Perhaps your technique could use a boost! This article can give you guidance in improving your closing percentage!
Sun, 19 Nov 2006 00:00:00 -0500In industries such as Legal, Accounting, Dentistry, Medical, Architectural firms to actually proactively "sell" is considered distasteful. The key is to "attract" your customers (I mean clients). Attract through being visible, attract through meeting new people, attract through participating in functions, attract through doing a great job for your customers (I mean clients) so that they will become your advocate and refer you to their friends.
Thu, 26 Oct 2006 00:00:00 -0400The advent of automated sales force technology allows businesses to subscribe to already built, on-demand, customizable services without the high fees for maintenance and other costs associated with the large, daunting process and time involved in creating a large, corporate version of sales force automation.
Wed, 25 Oct 2006 00:00:00 -0400Sales force automation, or SFA, is a term that refers at its most basic to automating critical sales functions like lead and account management. Sales force automation uses software to automate sales tasks like order processing, lead generation, information sharing, contact management, customer management, and employee evaluation.
Tue, 19 Sep 2006 00:00:00 -0400Find out how to recognise the best and the worst sales people. Then in the second article of this two part series find out how to advertise, interview and recruit sales super stars.
Thu, 14 Sep 2006 00:00:00 -0400Failing to focus salespeople's activity reduces efficiency and consequently reduces results, because there isn't a salesperson alive that believes they have enough time in their working week to complete all the activities they want to achieve! Time is a huge constraint on salespeople's activities so that when their manager asks them for more, it's no wonder that they are overwhelmed.