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Published: Sat, 10 Dec 2016 07:14:50 -0600

 



Three Questions to Ask Before Becoming a Sales Manager

Fri, 09 Dec 2016 08:12:31 -0600

Apply the EQ skill of emotional self-awareness, and ask yourself the tough questions to assess your strengths AND motivators before applying for that sales-management position. Companies need strong leaders and strong sales contributors.



Practical Decision Making: Getting It Righter

Mon, 05 Dec 2016 13:19:36 -0600

We limit our decision making practices to a search for 'good data' and a 'rational' choice. Yet this focus ignores the human factor: our subjective biases limit our search and adoption.



The Sales Script Flipped: Secrets of the Buying Process

Wed, 26 Oct 2016 13:34:40 -0500

In 2012, the global research and advisory firm Forrester Research reported that regarding B2B sales, business clients are now totally in the driver's seat and those with products and services to sell have much less influence over purchasing behaviors than was enjoyed a decade or two ago. The sales process has evolved and we have entered the era of the buying process. Business owners, professional services providers and sales professionals historically would strive to present ourselves as "trusted advisers," who expected to guide our clients through the sales process and influence their choices, ideally for mutual benefit. But now that the buying process rules, we say goodbye to all that.



Health Literacy: A Strategic Marketing Asset And Corporate Social Responsibility

Fri, 30 Sep 2016 07:30:26 -0500

Health literacy can be defined as people's competencies to access, understand, appraise and apply information to make health decisions in everyday life. It helps individuals make healthy choices in times where the boundaries between work and life aren't so clear anymore. When people fall ill, they seek the best treatments possible. But, how could they know about those treatments if they aren't provided with easy-to-understand information in the first place?



Give Your Business the Benefits of Automation and Grow the Revenue

Fri, 02 Sep 2016 08:39:49 -0500

The landscape of business has seen a massive transformation over the years, particularly after the arrival of cloud computing. Earlier, options were not there to run, control and manage operations and executive plans from outside the office premises.



Reliable Solutions to Plan Inventories

Tue, 09 Aug 2016 11:14:40 -0500

People hear about operations planning and sales. The whole thing is covered by many online websites who keep a count on all the essentials. The supply chain around the optimized inventor buffers can be enabled if required.



The Features Of Good Call Center Software

Wed, 13 Jul 2016 12:56:24 -0500

Whether you are in mortgage lending, insurance, brokerage, retail banking, telecommunications or the transport industry, you will need a call center software product that has all important features to help you effectively and smoothly run the call center. Besides efficiency in running the center, the software also needs to help you lower your operating costs within the center. There are lots of software solutions designed specifically for call centers, but the effectiveness all comes back to the features of the one you choose.



Use Salesforce CRM and Streamline Business Processes

Fri, 01 Jul 2016 09:19:58 -0500

It's important for businesses to have the privilege of being run from anywhere. They must not bother about investing in hardware or software to run or manage their operations. In a sense, they should leverage the cloud and get enriched with the best of cloud, mobile and social.



Reasons You Should Rotate Your Seasoned Sales Manager

Fri, 17 Jun 2016 09:45:35 -0500

Complacency can be a big problem for a sales program. When the sales team does well, it's easy to ignore them, to let things go along like normal and not think about changing anything. This can often be a mistake.



Does Your Business Need a CRM? See If You Recognise These Five Signs

Tue, 24 May 2016 15:25:57 -0500

In the lifecycle of every business, there comes a point where you need to take the leap and invest in business enabling technologies. CRM stands for Customer Relationship Management - and most business with more than a handful of staff and customers will grow to a point where they need it. Do you?



How a Mobile CRM Platform Improves These Five Facets of Your Business Operations

Fri, 13 May 2016 12:28:59 -0500

A Mobile CRM enables businesses to manage these elevated-level service requirements. It provides a greater utility tool for handling a modern-day business. Here we analyze five aspects of business, which has been probably changed forever through Mobile CRM.



A Case Study: Increasing Sales With Something Different

Mon, 09 May 2016 13:09:58 -0500

As a sale manager or business leader, I know you're thinking about your business goals for the coming year. In the spirit of fulfilling your purpose and achieving your goals, I wanted share with you a case study that shows how meditation can help you accomplish your sales goals!



How to Win Business in Any Market at Any Time

Wed, 04 May 2016 11:18:09 -0500

As a sales leader in an organization, you have the responsibility to keep your people focused on what it takes to win/sell in any market, any environment. Just like in a sport of any kind, stuff happens. No matter what happens, you cannot win just playing defense; you must have a good offense.



How Contextual Document Management Ensures Practical Utility to Your Data

Mon, 25 Apr 2016 15:47:50 -0500

With data being heralded as the pillar stone of all businesses, collecting and managing organizational data has become a science of its own. In a practical scenario, most business struggle to find the best purpose and utility of their data. At best, the data need to optimally fit into their existing business, aiding a normal process and structure.



5 Traits of an Outstanding Salesperson

Tue, 01 Mar 2016 11:07:09 -0600

There are some basic traits that all sales people need in order to be effective. If you have these traits, then sales might just be your niche.



5 Goals You Should Have During a Government Debriefing

Wed, 24 Feb 2016 11:39:34 -0600

Every government contractor should know about the debriefing process. This process follows a proposal loss and is key to understanding what you did right, what you did wrong, and how you can improve your proposals and offerings for future proposals. Companies that take advantage of the debriefing process typically double or triple their win rate on future proposals. This article will outline key concepts that you need to understand in order to take advantage of the debriefing process.



Surprising Sources of Sales Leads

Wed, 17 Feb 2016 09:44:28 -0600

Do you periodically reach out to failed sales and former customers? If not, you could be ignoring viable prospects. It's easy to think of a lost customer as lost forever. That might be true, but if you don't stay current with former customers, you could be sealing your fate unnecessarily.



2016 New Year's Sales Management Resolutions

Thu, 11 Feb 2016 08:11:32 -0600

Here we are, once again at the start of a new year. As you look ahead, what are your goals? What are the goals for your team and what concerns you most? Here are my 6 suggestions for New Year's Resolutions that, if implemented properly, will eliminate many or most of your sales problems.



Three Tips for Developing a Sales Forecast

Wed, 03 Feb 2016 14:06:31 -0600

Are you looking to develop a sales forecast? Follow these steps to help you understand how to do forecasting.



For B2B Sales Growth - Do Not DO This First

Tue, 02 Feb 2016 13:24:26 -0600

Most research shows that the most important goal, stated by almost all B2B businesses each year, is to get more new clients. But I am telling you - DO NOT go after new accounts until you do this first. This should not be your most important goal until you understand the following. WORK WITH YOUR CURRENT CLIENTS FIRST.



Five Attributes That Guarantee Superior Sales Results

Wed, 27 Jan 2016 15:16:11 -0600

Everyone wants a powerful Sales Team. Here are 5 Salesperson attributes that guarantee exceptional results.



ROI Benefits of a CRM for Your Business

Wed, 27 Jan 2016 13:22:05 -0600

Are you guilty of still using an excel spreadsheet to manage your leads, customers and sales pipeline? Think a CRM is too costly or not appropriate for your small or medium business? Wondering why you fail to grow your revenue? Customer Relationship Management (i.e. CRM) have been a key enabler technology for many successful business and have a very appealing ROI.



What It Takes to Select the Ideal Salesforce Consulting Partner

Wed, 20 Jan 2016 08:16:20 -0600

Several aspects have to be considered before selecting the right Salesforce Consulting Partner as partnering with the wrong Salesforce Consulting Company can incur losses for your organization than profit. Let's take a close look on some of the best strategies to follow while selecting the most desirable Salesforce Consulting Services provider.



The Sales Manager's Performance Cycle

Mon, 28 Dec 2015 11:21:34 -0600

Background - I first worked with the client back in 2011 when they were a fledgling firm with only a handful of salespeople. They took the plunge to expand and up-scale their operation during 2013 and 2014, and I received the call from them last week.



How To Convert Customers To CLIENTS

Fri, 11 Dec 2015 06:41:13 -0600

Business owners and managers are often confronted with being able to differentiate between obtaining customers, as opposed to maintaining and servicing clients. Basically, a customer is someone who purchases something, or uses some service, without commitment or serious consideration of maintaining any type of serious commitment or allegiance. On the other hand, a client generally feels a greater kinship and connection, and therefore, often becomes the type of word - of - mouth ambassador, who is usually one's greatest source of referrals and references.



Hire Salespeople Who Sell

Thu, 10 Dec 2015 15:04:12 -0600

At my keynotes, the question is always "How do I hire better salespeople?" Unfortunately, there is no simple answer to this question. One thing you must recognize is that your recruiting process is perfectly designed for the team you have today. So, if you need more productive salespeople, you will need to change your recruiting process. So, where do you start?



Raising the Bar For Sales People, Part 2

Thu, 10 Dec 2015 09:15:21 -0600

Holding sales people consistently accountable to higher standards is difficult because it requires the discipline of regular inspections and tough conversations. You must classify them in one of the four following categories relative to their performance and and have the corresponding discussion.



Metamorphosis From Sales to Management

Fri, 06 Nov 2015 06:49:28 -0600

In the world of Sales, many salespeople go to bed on Friday nights and are mysteriously transformed after three sleeps; emerging on Monday mornings as fully formed Sales Managers. Caterpillars and butterflies look and behave differently because they are totally different, even though in some species they retain latent characteristics of their former selves. Salespeople emerging over a weekend into Sales Managers look and behave the same as they did on Fridays because they are the same person - apart from being richer, wiser, and a good deal happier.



It's The Manager Stupid

Mon, 02 Nov 2015 09:48:48 -0600

I learned a long time ago is that sales success has less to do with the individuals in the sales team than it has to do with the person managing the sales team. Whenever I've asked senior management 'what's the difference between that high performing team and that low performing team' the short answer has always been 'the difference is the manager'. It's the same in football - when you change the manager you change the luck of the team (apart from NUFC!).



Why You Don't Get the Sale

Wed, 14 Oct 2015 12:12:30 -0500

I've read that a Solopreneur consultant's main competition is not another Solopreneur consultant who provides similar services. The real competitor is the client. As the less than stellar economy grinds on, enriching primarily the top 1% of the population plus a few lucky folks in the (shrinking) middle class, that statement gains more credence every day. Prospective clients have a boat load of excuses to enable them to slide away from a contract, or cut back what was originally promised. Do you ever wonder what could possibly be on the minds of clients and prospects who promise you the moon and then either disappear or offer up a very paltry version of the original proposal?



3 Strategies to Improve Sales Forecast Accuracy

Mon, 14 Sep 2015 12:47:40 -0500

The single most important issue in any sales organization is managing the funnel to achieve an accurate sales forecast. Let's look at two ways this core issue is typically handled.



5 Sales Coaching Questions to Better Qualify Forecasted Deals

Fri, 11 Sep 2015 11:07:50 -0500

There's no more frequent conversation between a sales manager and a sales rep than one that starts, "What are you going to sell this month?" And all too often, the rep's projections come up frustratingly short of forecast. Here are five questions you can ask your salespeople to help you evaluate how much trust you should place in the accuracy of their forecasts. These questions will also help your reps focus on actions they can take to improve the odds of closing their deals.



The Pareto Principle - How It Can Help in Your Business

Fri, 10 Jul 2015 15:27:30 -0500

What businesses need to strive for are the right customers. Applying the Pareto Principle can easily define who the right customers are for your business.



Are Managers Using the Wrong Incentives With Their Salespeople?

Mon, 15 Jun 2015 09:40:56 -0500

The assumption that too many organisations still make is that the way to improve performance, increase productivity and encourage excellence is to reward the good and punish the bad. Sometimes this carrot and stick approach works but many times it doesn't. So what do you need to do, raise the rewards and get tougher on the punishments?



GROW to POWER

Mon, 01 Jun 2015 09:56:00 -0500

Whilst the GROW model is a very good first step in acquiring basic coaching skills, the POWER model is more effective in a business environment. POWER seeks to build on basic coaching skills and to move those involved in improving the sales performance of salespeople to the next coaching level.



How to Alienate Your Sales Team

Mon, 01 Jun 2015 09:39:01 -0500

After 50 years in business, most of which has been in sales related roles, it seems to me that there is a great appetite by many sales managers to alienate their sales teams. This article will help you do this quickly.



Improving Customer Attrition Requires As Much Heart As Smart

Tue, 12 May 2015 11:27:10 -0500

Sales managers typically attempt to resolve their customer attrition challenges from the marketing perspective by generalizing customer priorities, profiling customers into pre described types, and driving to a quick fix solution in the name of a profound desire to be known as one who executes. This article posits the need for soul in conducting a customer attrition strategy. Spreadsheets and formulas are smart solutions but only heart will produce a sustainable, winning result.



Defeating the Most Common Mistakes With Distributor Agreements

Fri, 24 Apr 2015 13:58:39 -0500

You can increase odds of a distribution partnership succeeding by paying attention to and defeating the common mistakes made in distribution agreements. This article identifies eight of the most frequent mistakes in distribution agreements, and recommends how to defeat them.



Perks Of Using Specifically Designed Pharma CRM Software

Fri, 24 Apr 2015 07:37:29 -0500

Things need to be carefully tracked in order to maintain the record of the performance of the company and the individuals, like representatives and managers, associated with the company. Nonetheless, maintaining and securing the records of hospitals, nursing homes, and clinics, where the drugs and services of the company are supplied is also a great challenge for the management body of a pharma company.



Irrelevant Leads Vs Canvassing for Prospects - Make or Break or Blame?

Tue, 21 Apr 2015 11:53:40 -0500

And so it begins... you pick up that phone, you dial a number and YES, you get an answer... at the other end of the line an angry, tired from a difficult morning at work individual, who registered on your website because he saw a promotional banner that he doesn't remember, doesn't know what it is that you do and has no interest whatsoever in spending any European, American or Japanese currency on your offering.



The Sell Side of Things

Mon, 20 Apr 2015 14:34:01 -0500

Exploring the unseen support behind the sales team. There have been countless number articles on sales and how to sell. A sale is not a single transaction by a single person as is generally perceived. It is a strategic process...



7 Reasons Why Your Sales Team Is Not A Sales Force

Mon, 13 Apr 2015 09:54:33 -0500

One of the top gripes companies have on a consistent basis is that their sales team is not selling. To fix that, you need to ask a clarifying question, "Do we have a Sales Team or a Sales Force?" Sales Teams wait around for the sales to happen. Sales Forces generate sales. There is a fundamental difference between these two sales ideologies, and it will affect the overall predictability of your business revenue. If you are waiting around for a client to call and give you a sale, it is impossible to predict when and how much. We see this time and again and when those numbers don't come in, there is an awful lot of pain that goes around. You need a force of sales professionals that smash the market with productive revenue generating activity. If you are salivating and wondering how to make this happen, you first need to understand why your Sales Team is not a Sales Force. Through a wealth of experience, we've found that these are the top 7 reasons why the Force isn't with you.



Culture: The Sales Driver Or Sales Killer

Mon, 13 Apr 2015 09:46:15 -0500

Have you ever walked into a business, looked around at the drained energy in the office and wanted to ask, "Who died?" You just walked into a culture catastrophe. Culture is one of those elusive factors of business success that most organizations can't seem to get their hands and minds around. Sales culture is even more elusive and to create it, you need everyone indoctrinated from the janitor to the CEO. So what is sales culture? Let's look at two different stories to answer this question.



Adversaries, What to Do and How to Spot Them

Fri, 10 Apr 2015 15:29:35 -0500

I've heard a saying "The customer is not stupid, the customer is your spouse" or "The prospect is not your enemy, the prospect is your fiance." In other words, your customers and your prospects should be your friends. You should always strive to work together, to build trust, to make that win-win relationship we hear about.



Sales Targets: You Can't Hit Them If You Don't Have Them

Fri, 03 Apr 2015 08:41:46 -0500

How often do you get in your car and drive aimlessly? How often do you get into a train or a car without a destination? I am guessing never, because those things take time and money and you can't waste either of them. However, when CEO's of many small and mid-size businesses are asked if they set sales targets, and if so, do they set them in stone, the answers make you squint and cringe like Clint Eastwood. There's a lot of "no," "sort of," "not really's" and "we just tell the salespeople to go out and sell". There is working smart, working hard and then there is just working stupid. Not setting sales targets and wondering why your sales team is not producing makes you the one who should be wearing the dunce cap. Every organization, and that means every single one, has to have sales targets. Who cares if you've been getting by without them because that is just getting by. Knocking sales out of the park should be your goal. Sales targets are the highways businesses drive on and without them, it's a bumpy ride.



Egos, Eggs, Letters and Ticklers: 4 Sales Management Tricks That Increase Sales and Improve Morale

Tue, 31 Mar 2015 11:37:37 -0500

The relationship between sales manager and salesperson or between sales manager and proposal writer is a tricky, delicate thing. Here are four tricks -- and one bonus tip -- to smooth the relationship, increase your sales and ensure your sales team remains profitable for years to come.



How Sales Enablement Programs Help to Maximize Efficiency and Boost Profits

Fri, 27 Mar 2015 07:00:30 -0500

The measure of a company's success is calculated by the profits it makes on sales of their products or services, and one way to ensure continued rising sales and profits is to provide the sales team with the latest in sales programs and platforms. The advantage of using specialized platform is the adaptability of different features and functionality which can help sales departments to plan, develop and spread effective sales messages to their clients.



Strategic Selling: The Cockroaches Never Hire Exterminators

Wed, 04 Mar 2015 06:21:11 -0600

Often when you are working with a large group or organization there are many competing agendas as well as internal politics that, as an outsider, you are either not privy to or not savvy enough to fully comprehend. As a thought leader we tend to be somewhat idealistic. Here's my stuff, here's a group that I know I can help.



Stop the LAZY Salesperson

Wed, 25 Feb 2015 16:00:16 -0600

Far too often as I use tools like LinkedIn to expand my professional network. I am disgusted at the amount of lazy sales people that now rely on modern technology to do their jobs for them. There comes a time where we must band together, that time is now.



Sun Tzu's Tip for New Sales Managers

Wed, 18 Feb 2015 14:04:10 -0600

Effective sales managers understand that their purpose is to develop the skills of their sales reps. To achieve greater results, therefore, they must do more coaching during the earlier phases of a sales opportunity: where high-value sales skills such as account penetration, diagnostic questioning and architecting the customer's solution vision, are being applied.



The High Costs of Hiring Mediocre B2B Sales People

Fri, 06 Feb 2015 08:00:54 -0600

There is an increasing pool of research-from respected organizations like Gallup and the Harvard Business Review, and also many newer research firms- demonstrating that the costs of a bad hire in B2B sales, more than any other functional group, are enormous. Most B2B companies tend to grossly underestimate the negative consequences a bad sales hire can bring to their company. Some of the costs to consider include: B2B Sales Direct costs Lost revenue (lost and delayed business)...



Is Real Estate in Your Future? Look Into Getting Your License

Mon, 02 Feb 2015 09:54:31 -0600

To obtain a real estate license in NY, it is important to be aware of the steps you must take leading up to the test to become licensed. Becoming a real estate salesperson requires a specific number of hours of course study, and the successful completion of the school's final exam at the end, followed by the New York State exam. Once this is completed, an individual can begin to explore a career in real estate sales.



Lean Training: Lessons From Vimy Ridge

Fri, 30 Jan 2015 11:26:09 -0600

The Canadian Army gave their men the tools they needed, a plan that involved everyone, that gave everyone ownership of the objective, and they trained. They trained to get it right - and that training emphasized over and over again - you are part of this plan, this plan belongs to you as well as everyone else, we only succeed when we all work together. And as a result - they won the Ridge. What a lot of organizations forget in the rush to be lean is - lean training is part of it. Lean training builds culture and it involves everyone. And that is transformative. If you doubt it - look what it did for the Canadian Army on their first outing.



How to Overcome Cultural Differences in Sales Forecasting

Wed, 28 Jan 2015 10:12:55 -0600

One of the hardest things to do in business is to forecast sales - accurately. No matter how much effort and research you put into it, you never know with certainty if and when your customers will purchase your product. Yet, forecasting is critical for managing your business. If you forecast too low, you may not be able to respond to your demand and customers may choose another vendor. If you forecast too high, you may build unneeded inventory, which potentially becomes obsolete. Just as bad, inventory ties up your cash.



Did Your Sales People Fail? Or Did You Fail Your Sales People? (Part 1)

Wed, 14 Jan 2015 13:19:53 -0600

This is part one that explains why your sales people are failing and not making their numbers. Therefore we are discussing what are the problems.Then in part 2 we will discuss the solutions to the problems.



Hiring the Right Salesperson

Tue, 13 Jan 2015 07:31:25 -0600

Perhaps no decision is more important for a sales manager to "get right" then the decision to hire a salesperson. Mistakes are very costly. Here are some suggestions for making your next new-hiring decision one that you will one day congratulate yourself for.



3 Daily Decisions Effective Sales Managers Make

Wed, 31 Dec 2014 14:36:13 -0600

We're near the end of 2014, which makes it a great time for self-reflection. What can you learn about how you managed yourself and your time this past year that could help you better manage your time and your team next year?



What Kind of Sales Manager Would Abraham Lincoln Be?

Thu, 04 Dec 2014 14:43:22 -0600

The Thanksgiving Holiday in the United States was passed into law by President Lincoln in 1863 so now is as good a time as any to reflect on our 16th president. I recently read a couple of books on Abraham Lincoln-Founder's Son by Richard Brookhiser and A. Lincoln by Ronald White. Lincoln was one of the most unlikely people ever to become president. He had no management experience, attended no more than one year of schooling, and managed his paperwork by stuffing important papers in his tall hat.



5 Ways to Prevent Sales Reps From Saying I Quit!

Thu, 04 Dec 2014 14:41:52 -0600

There is nothing more frustrating for a sales manager than to have a senior-tenured sales rep resign. Many companies are coming to realize that the #1 reason why productive salespeople leave is because of their relationship with their sales manager. Here are five things sales managers can do to prevent sales rep attrition.



9 Mistakes Employers Are Making While Finding the Right Employees

Thu, 04 Dec 2014 09:37:58 -0600

In the current market, job seekers face many challenges. Job hunting is a lonely, unrelenting, and unpredictable process. There are few shortcuts but absolutely no guarantees. Finding a job is in your hands and although there are struggles, landing your ideal position makes all the leg work pay off.



Territory Management: A Leadership Perspective

Wed, 19 Nov 2014 12:21:18 -0600

In this article, Tim Henning, a senior sales leader, discusses the pay-offs and challenges that come with sales territory management... and how to maximize sales results. Tim Henning is a Senior Sales Leader with 25+ years of experience in the medical capital equipment space, leading sales efforts for Philips Medical, ADAC Laboratories, DFINE and Alliance Imaging. He helped ADAC earn the prestigious Malcolm Baldridge National Quality Award and he has transformed many poor sales performers into winning teams, leading them to peak levels of sales excellence.



Prequalify for Better Results

Wed, 19 Nov 2014 05:45:54 -0600

Simple prequalifying questions can give you an initial feel for the prospect's credit and financial worthiness. Then it's up to you on how you want to engage with them and what level of risk you're willing to accept. Many vendors will ask for trade references no matter how the client decides to pay which is another step that can be taken; other vendors require 100% upfront payment and in certain industries, they can get away with it. But as a norm, you will want to prequalify each client and follow guidelines which are appropriate so you can close more business and reduce bad debt and experiences.



Strategic Account Management - A Leadership Perspective

Fri, 14 Nov 2014 09:20:23 -0600

Victoria Hibbits, the VP of Imaging Sales, Government and Complex Accounts at McKesson, talks about the importance of strategic account management and how to do it effectively. She is responsible for Government and Key Accounts for Imaging Workflow Solutions. She has played leadership roles, directing national account and government account efforts at a number of other medical equipment manufacturers, including Siemens, Acuson, Stentor and Vital Images.



What We Can Learn From Bear Bryant About Selling

Tue, 11 Nov 2014 14:03:08 -0600

Everyone outside of the Alabama football locker room defined success by the number of games won. Inside the Alabama locker room, researchers found that the coaching staff was measuring very different things. What do you measure to help salespeople get better?



Improve Revenue With Effective Internal Sales and Sales Management Communication

Tue, 04 Nov 2014 11:40:57 -0600

How Lack of Communication With Sales Staff Can Lead to Negative Results - Dissatisfied customer and Revenue Loss - Ill-Informed sales representatives negatively impact sales closing targets and customer retention. A customer who thinks a product will perform a certain way but eventually is surprised when the performance did either not entirely live up to what their sales person told them it would do for them or completely didn't satisfy the need they had when they agreed to initially purchase. Keeping sales employees up to date with current and relevant information...



Sales Management III - What Works

Wed, 29 Oct 2014 05:37:53 -0500

Learn what works in sales management and how to implement it, one piece at a time. What works in sales management is making your sales process efficient and effective. Your management process must allow you to use your time and your CRM (if you have one) proactively to control your sales team. You should always know what's about to happen, rather than what happened.



Want Top Producing Salespeople, Fine Tune Your Hiring Process

Wed, 01 Oct 2014 07:19:33 -0500

This article is all about hiring right the first time. Stop using a trial and error approach to hiring. Hire like the pros hire, by using a proven process. If you take hiring seriously, your hiring skills will skyrocket. Begin with the quality of your in-depth open-ended interview questions; use psychological assessments; check references; take candidates to lunch; run credit checks and background checks.



The Story of The Worst Salesman in the World

Thu, 18 Sep 2014 11:01:09 -0500

This is an absolutely true story. I am, however, going to fictionalize it ever so slightly. I have no desire to throw this poor guy under the bus and if I was too explicit as to his product I would potentially identify him. So... with an advance apology to my friends in the insurance industry - I am going to tell the story of "The Worst Salesman in the World" as a semi-fictional insurance sales guy.



Part II: Managers, Are You Still Making Tough Decisions?

Thu, 18 Sep 2014 05:44:32 -0500

Two Part series about creating a process of making decisions more bearable in management and executive roles. In part one we discussed three decision-making tools to augment the process you use to make the decisions you can comfortably live with. In part two two more theories add to the repertoire.



STAR - An Initiative by Indian Finance Ministry to Skill 10 Lakh Youth

Wed, 17 Sep 2014 07:42:39 -0500

Standard Training & Assessment Reward (STAR) Scheme has been proposed by the Ministry of Finance, Government of India to encourage the youth to voluntarily join the skill development programmes. National Skills Development Corporation (NSDC) has been entrusted with the task to implement the scheme through Public-Private, and Public-Public partnerships.



Are You Focusing on Customer Retention Enough?

Wed, 17 Sep 2014 06:30:09 -0500

Increasing customer retention rates by 5% can increase profits by as much as 95% according to the Harvard Business Review. Take a moment to grasp how powerful this statistic is. Despite the fact that there is a massive opportunity to improve company profitability by placing an increased focus on customer engagement and loyalty, many companies devote very little time and resources into keeping their existing customers happy and coming back for more. The lifetime value of one loyal customer can be extremely high when you take into account their purchases over the years.



Nurse Staffing Agency - Finding Nurses For Your Staffing Agency

Tue, 16 Sep 2014 06:09:56 -0500

When designing and implementing your unique recruiting proposition or URP, it's crucial that you bear in mind the following components: Your URP must be unique to your medical staffing agency. It must be strong enough to excite your candidates and get them to talk about your agency. It must not be easily imitated or copied by your competition.



Sales Managers, We All Have to Make Tough Decisions

Thu, 11 Sep 2014 06:04:29 -0500

For some people, decision-making is a painful process - for others it's a "no-brainer". For some, all decisions are tough decisions - for others there are few tough ones.



Call Reports Are Wasting Your Company's Time

Thu, 21 Aug 2014 09:55:23 -0500

Too many companies are confusing activity with accomplishment. In the sales world, it is common for salespeople to complete and submit Call Reports, detailing their activity with a particular customer. In theory, it's a great idea. In reality, though, the vast majority of the information in Call Reports is not used for the benefit of the Company, and that is extremely wasteful.



Executive Coaching Through the Sales Perspective

Thu, 21 Aug 2014 06:17:33 -0500

Would personal coaching be good for you? Answer: Only if you would care to move your personal success up to the next level.



Employee Rewards and Recognition Programs

Tue, 19 Aug 2014 08:12:11 -0500

The success of a company is being able to keep your employees engaged and motivated to their workplace. By carrying our tips on rewarding and recognizing the efforts of your employees, you can keep them motivated and encourage them to make meaningful contributions.



Are You Ready for the Leap?

Thu, 14 Aug 2014 13:23:36 -0500

If you have a plan written down that you review on a regular basis, that sets the course for where and what you want to be in 2015, 2020 or even 2030, you can stop reading now and skip to the crossword puzzle. However, if you haven't figured out what you want to be when you grow up, read on. It will change your life dramatically for the better. In fact if you have not written down what your life is going to look like and what is on your "to do" list for the next 10 years, how in the heck do you know where you're going?



What Is FPDS and 3 Ways It Can Help You Win Government Contracts

Tue, 29 Jul 2014 09:42:49 -0500

The Federal Procurement Data System or FPDS is a government system that the public can use to monitor government spending patterns. This system is can be used to identify what agencies are spending money on services you provide, who your top competitors are, and it can help you craft a solid business marketing strategy.



The Key to Customer Retention

Thu, 24 Jul 2014 13:39:14 -0500

We've all heard the old adage, "make new friends, but keep the old... one is silver and the other is gold". It's good advice for businesses too, where the proverb can become quite literal. Companies thrive on new consumers; they survive on repeat customers. So how do you acquire such coveted clientele? Read on to find out!



The Consultative Approach to Sales

Wed, 23 Jul 2014 11:55:50 -0500

This article looks at how the consultative approach to sales yields results. The sales person acts as a mentor, by gathering information from the prospect, weighing up the options that are available and returning with a solution. This type of dealing is most commonly achieved through an amicable approach and restricts the ideals of "the hard sell," thus creating a friendly relationship between both client and sales agent.



How You Can Build a Successful Amazon Webstore

Mon, 21 Jul 2014 10:53:15 -0500

The enduring prospect of ecommerce websites have emphasized the internet marketing even more. Today, it has no points wasting your time by visiting physical stores to purchase the desired product. When you have better means available to you, why stick to that old one?



Setting the Course

Thu, 10 Jul 2014 12:31:44 -0500

You may not realize it, but as a manager, you must often serve as a navigator. You set the course for your sales team, or for your department.



How To Hold Effective Sales Meetings

Thu, 10 Jul 2014 07:49:37 -0500

What makes a great Sales Meeting? Very often, sales meetings are held just because that is what has always been done. If they are not handled well they become enormous time wasters and demotivators. Generally speaking, sales people dislike meetings. They see them as mere annoyances that are keeping them away from their selling time.



Qualifying a Sales Lead

Wed, 09 Jul 2014 05:37:49 -0500

To qualify a sales lead, you've got to ask the right questions. It doesn't make sense to make your sales pitch if you are speaking with a customer who is not the right fit for your company or who is not a decision maker. The following probing questions will allow you to determine if your sales lead is a good one.



Sales Management II - What Managers Should Do for Off the Charts Selling

Tue, 08 Jul 2014 12:18:11 -0500

Sales Management II - What Managers Should Do for Off the Charts Selling - "A Sales manager's job is to move sales people to do what works." This is Part II of III - The "Do" of the key elements - "Move", "Do", and "What Works - The "Do"



Channel Management Marketing Solutions and Techniques

Thu, 03 Jul 2014 09:33:57 -0500

Most of the Companies focused on investments in streamlining the direct sales rather than focus on developing Channel Partner Sales. This used to heavily impact the respective organization's go-to-market strategy.



Win Loss Analysis - Surveying The Competitors' Customers Is Like Gold Mining

Tue, 01 Jul 2014 05:44:23 -0500

They say; "make new friends, keep the old, the new ones are silver and the old are gold." True enough, and when it comes to business you could replace 'friends' with 'customers' and repeat after me. See that point. Still, how often do businesses take advantage of their old customers and treat their new customers to super discounts, deals, specials, and introductory programs?



Servant Driven Leadership - A Choice All Leaders Make, Whether They Are Aware of It or Not

Mon, 30 Jun 2014 07:27:46 -0500

Servant driven leadership is often discussed - but rarely understood or implemented properly. What happens when today's technology and working trends mix with entrepreneurialism and servant driven leadership?



Do I Need Farmers or Hunters As Salespeople

Fri, 20 Jun 2014 11:13:34 -0500

When you hiring a salesperson be sure to know if you want a hunter or farmer. Few sales people can be both. Know the attributes of each so that you're interviewing for the skills you need. This article helps you know what to look for in each type of sales person.



Responsibilities of a Leader - Define Reality, Serve People, Say Thank You - Exploring Leadership

Fri, 20 Jun 2014 10:47:04 -0500

A Leader has three key responsibilities to their Team. Defining reality (and setting goals) for their Team; being a Servant; and saying Thank You are all key elements that leaders need to master. Lets look at why this is important.



5 Quick (Very Simple) Questions Managers Should Ask At Least Once a Week

Tue, 17 Jun 2014 13:07:38 -0500

Earlier this year I had a speaking engagement, and much to my chagrin, I wasn't able to get any feedback. That's one of my pet peeves. Lack of feedback. As I assess days like that, unfortunately, I'm forced to fill in the blanks myself. I have to re-create the good and bad that day and if I'm wrong, then the joke is on me!



Sometimes You Just Have to "Toe the Line"

Tue, 17 Jun 2014 08:29:12 -0500

Just do it! You may not know much at first, but if you take the initial steps and keep moving forward, your understanding of the objective will grow, and the complexities (on which your doubts reside) will begin to feel more "solvable." Of course, you must have some to invest, an unshakeable belief in yourself and you must make the conscious decision to get started in some positive way.



Sales Management I / III - A Better Way to Motivate Sales People

Wed, 04 Jun 2014 07:16:53 -0500

Want sales people to sell more? Money may not be the best way. Although commissions have been the quintessential standard for remunerating and motivating sales people, it now appears from many studies and corporate practices that, the best sales people are motivated from intrinsic rewards. Learn from this article how you might want to restructure your compensation plans and sales commissions to drive more sales.



Why a Sales and Customer Service Culture Can Change a Company's Fortune

Tue, 03 Jun 2014 06:28:24 -0500

Company cultures come in all shapes and sizes but when one dominates such as an operations/administration culture it sets in motion a focus in these areas of the business at the expense of sales and customer service. The article quotes a Sales Culture Survey undertaken by the Australian Institute of Management which shows most CEO's and Board members don't have a sales background. It is the author's opinion that this results in an operations/administration culture and explains why so many companies are struggling with sales.



Want to Win More? Stop Talking and Listen to The Needs of the Client!

Tue, 27 May 2014 14:27:58 -0500

How often do you present to a prospect/customer and spend an enormous amount of time telling them about you and your company - before you have even discussed their needs? Do you really think they care? What if you were to spend more time talking *with* the client rather than talking *at* the client? what could be possible?



Want to Be Lucky? Be Prepared to Work Hard As Both a Leader and a Team Member

Tue, 27 May 2014 13:34:06 -0500

Often new Team Members (and in fact our organizations) expect results on the first and second trial of something new. The reality is that cause and effect and trial and error are the genesis of the 'lucky break'. This article discusses the phenomena within some organizations where luck and hope have become planning factors.



Technology Sales and New Prospects: Maximise Your Closed Deals in 2014

Fri, 23 May 2014 15:17:58 -0500

The New Year has officially kicked in; good resolutions are about to be made and companies are in full mode again, ready to conquer the world. So what will 2014 hold for you and your team? Will your sales pipeline look as stormy as the current weather or will you enjoy some bright skies and see new horizons?



How Companies Are Using Pinterest to Increase Sales

Wed, 14 May 2014 14:48:02 -0500

Nordstrom and Target are just two examples of retailers that are experimenting with creative ways to utilize Pinterest. Retailers of all sizes are finding ways to harness the massive user base of this site and drive traffic directly to their own.



The Impact of Adapting to Behavioral and Communication Styles for Your Business

Wed, 14 May 2014 12:56:44 -0500

Understanding behavioral and communication styles can help business to grow. Recognizing styles can increase productivity through more sales, and a more collaborative workforce. DiSC model and examples are provided to show how this works.



How to Develop a Powerful B2B Value Proposition

Tue, 29 Apr 2014 12:33:21 -0500

If you are having trouble differentiating your business from your competitors, then please read this story. It will show you how I differentiated a basic commodity business from my competitors to become a sole provider to a major Canadian Bank.