- The Use of Attraction Will Empower Your Sales Team By : Kurt Mortensen
We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. We have probably all met someone whom we instantly did not like and did not want to be around. - Employee Management: How Do You Want To Be Treated? By : Nick Pollice
"A leader is best when people barely know that they exist, Not so good when people obey and acclaim them, Worse when they despise them. - Why Consider 'Sales Prospecting' as a Sales Management Training Course By : Jeff Hardesty
The last thing a sales manager wants to do is to go through a certification course in ‘Sales Prospecting’. They’ve been there and they’ve done that, or they’d not have been promoted to a sales manager level. After all, that’s up to the sales rep. That’s why they are hired on. - Sales Forecasting: A Few Tips To Make It Easier By : Jim Stewart
If we could forecast the future accurately, most of us would spend our lives at a racetrack or casino rather than at work. But forecasting the future is something we all have to do as business owners – either to set internal goals, to obtain additional financing and for other reasons. Forecasting is, however, one of the most difficult and frustrating things that we have to do and few things cause as much anguish and soul searching as sales forecasts. - How to Double your Sales Appointments in Half the Time; Part 1 By : Jeff Hardesty
Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue… - 10 Tips to Increase Your Referral Ratio By : Jeff Hardesty
Tip # 1
Discipline Yourself to a Routine of ‘Asking’
Here’s something profound. The reason most of us do not get referrals on a routine basis is because we do not ask for them on a routine basis. Well, it’s almost that simple. What would be the upside on your year-end W-2 if you asked for 2 referrals from each of your new customers? Let’s say you average 6 sales per month. - How to Double Your Sales Appointments in Half the Time; Part 2 By : Jeff Hardesty
In Part 1, we summarized that you may have the best service in the world and the best widget in its category. But if you can't physically get in front of your targeted business prospects on a routine basis you won’t meet your revenue objectives.
And we discussed these (3) realities:
• If you double your new appointments you will double your revenue... regardless of your closing ratio - Restricting Your Clients Always Seals The Deal By : Kurt Mortensen
Anytime someone feels their freedom to choose, think, or act is being restricted, they "experience psychological reactance and attempt to restore their freedom." With this restriction on freedom we are driven to latch on to that thing which we fear will be restricted even more. - The Forward Thinking Sales Manager Begins with the End in Mind By : Steve Martinez
If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. - The 10 Most Important "To-Do's" of Any Successful Salesperson By : Jeffrey Hardesty
Here are 10 Sales Performance Steps to Routine Revenue - 10 Tips that will Increase Your Referral Ratio By : Jeffrey Hardesty
It’s good to possess great cold calling skills, but it’s great not to have to use them. - 6 Danger Signs You May Be Headed toward Micro-Management By : Jeffrey Hardesty
As a sales management leader, do you Choose to 'Supervise' or Elect to 'Organize'? Find out Here. - 5 Tips for Finding Your Core Competencies By : Jeffrey Hardesty
Find the 5 Key Sales Performance Indicators for Sales Success - 5 Keys to Building a Dynamic Self-Management System By : Jeffrey Hardesty
Can you diagnose your sales 'performance' business on a 'Single Sheet' of paper? - Fishy Salespeople? By : Jeffrey Hardesty
How to Finally Stop Handing Out FREE Fish to Your Sales People…and Start Teaching Them How to Fish - What a Nice Thing to Say By : Jeffrey Hardesty
How to Give Daily Feedback for Sales Performance Improvement - Powerful Sales Routines By : Jeffrey Hardesty
Think of Powerful Routines as your 'Magic Bag' for increased sales performance. - The Difference between Sales Leaders and Sales Managers By : Jeffrey Hardesty
Successful sales reps get promoted to sales managers with a Big Liability. - What to Do When You Hit the Invisible Ceiling By : Jeffrey Hardesty
Have you ever hit a level of sales performance and sales revenue that you just couldn't seem to break through? - Stop Pointing at Me! By : Jeffrey Hardesty
Which Way Do You Point Your 'Sales Performance' Accountability Finger? - Setting and Exceeding Sales Goals through Key Performance Indicators (KPI) By : Jeffrey Hardesty
What's your Sales Performance 'Magic Number'? - How to Sell Your CFO on Sales Training By : Jeffrey Hardesty
When in Rome… Do as the Romans Do. Speak to ROI, IRR, Payback Period and fiscal measurements. - Magic Number Calculator By : Jeffrey Hardesty
A Diagnostic Approach to Sales Performance Improvement - How to Recognize Your ‘True’ Sales Performance Competencies By : Jeffrey Hardesty
Run your Sales Performance Numbers…don’t chase after sales Quota. - Sales Prospecting and a Targeted Selection Process By : Jeffrey Hardesty
Who Are You Calling On and Why? - What’s the Objective of Your 1st Sales Appointment? By : Jeffrey Hardesty
Have you 'Really' defined what you want to happen at the conclusion of your 1st sales appointment? - Adopt the ‘T’ Method to Sales Performance Improvement By : Jeffrey Hardesty
Here’s a simple sales performance blueprint to gain more revenue in less time. - Why Consider ‘Sales Prospecting’ as a Sales Management Training Course By : Jeffrey Hardesty
Consider a ‘Prospecting Certification Course’ for your Sales Managers… “What’s in it for you?” - How to Develop a Master-Planned Sales Plan By : Steve Martinez
Perhaps you have driven past the road signs for new developments proclaiming they are "Master-Planned". Maybe, you live in one. Master-Planned Communities usually incorporate extensive recreational amenities like lakes, golf courses, and expansive parks with bike paths, and jogging trails. - How to Double Your Sales Appointments in Half the Time; Part 3 By : Jeffrey Hardesty
There are 6 Major 'Sales Prospecting Errors' that lead to low sales appointment success. In this article we will discuss the ramifications and remedies of the 1st three. - How to Double Your Sales Appointments in Half the Time; Part 4 By : Jeffrey Hardesty
Here are the final 3 ‘Sales Prospecting Errors’ that lead to low sales appointment success. Find out how to avoid the ‘Slippery Slope’ of low sales appointment conversion ratios. - How to Avoid a Cloned Sales Force By : Bill Lee
When I accept a consulting assignment, I insist on administering psychological tests to each of the managers and salespeople in the organization before I arrive on site. - How We Increased Our Sales by 770% in 12 Months By : Bill James-Wallace
It may be great to travel around and make sales calls but many sales people work from an office. - How to Create A Vision For Sales Success By : Steve Martinez
Imagine you’re on a crowded company bus. It is a dark rainy night so you can’t see outside. The bus is on a winding mountain pass. You notice the bus driver is not sure where they are going and both the headlights and wipers aren’t working. - How to Double Your Sales Appointments in Half the Time - Part 3 By : Jeff Hardesty
In Part 2 we discussed how to determine if a sales action is a critical sales performance competency, and we determined the following: • It is an Action that is tied directly to the end result (Good or Bad) - How to Double Your Sales Appointments in Half the Time - Part 4 By : Jeff Hardesty
In Part 3, How To Double your Sales Appointments in Half the Time, we reviewed and remedied the first 3 sales prospecting errors that start us down the ‘Slippery Slope’ to low Sales prospecting conversation ratios. - It's The Sales Process That Sells, Not the Salesperson By : Steve Martinez
If your sales team doesn’t follow a sales process, you’re losing sales. When sales management focuses on the process of sales and monitors the path salespeople take for each sale, they increase the success rate. Salespeople can get lost in the hectic world of sales reports and activities. - Building Your Sales Team for greater Success! By : Daryl Des Marais
As a small business owner it may be hard to find and attract the right employees. Many variables may change, the labour market, the level of experience in the marketplace or finding the right specialty skills. So how can you have the right mix of people for greater success? - Is your Sales Plan Engineered by Design or by Default? By : Mike Myatt
One of the most critical choices that an executive or entrepreneur can make is to determine which sales/revenue opportunities to pursue vs. which ones to pass on. - Finding the Perfect Sales Rep By : Shari Cabra
Finding the perfect sales rep makes all the difference when you're building a successful business. If you have a company that produces a small line of products or just one original product, chances are you need a sales representative, also know as a sales rep. - Building Your Sales Team for greater Success! By : Daryl Des Marais
As a small business owner it may be hard to find and attract the right employees. - Sales Manager Tip #28; The Informed Prospect By : Lance Winslow
A good sales manager must stay in touch with each and every salesperson in the sales force that is working for the company. - Sales Manager Tip #47; Interested Prospects and How you can tell By : Lance Winslow
A good sales manager needs to train their sales Force to recognize when someone is interested in what the company is offering. - Fake Sales Calls from Competitors; Note to Sales Managers By : Lance Winslow
Have you ever been shopped by your competition and they call up and ask questions and you put a salesperson on it to see if they can answer all their - The Poker Selling System By : Steve Martinez
Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. This playing card system will work for you and increase your sales team's results! - Why Experience Doesn't Guarantee Success in Sales By : Steve Martinez
There are reasons some sales people with lots of sales experience never make it to the high ranks for sales success? Have you hired someone who seemed like they would be perfect for sales because of an out going personality and good looks? - Tracking Your Sales; The Sales Managers Most Valuable Tool By : Lance Winslow
If you are a sales manager you need to have the company and the front line workers always ask customers who come in and buy; How did you discover our company. Have you ever filled out a customer survey and there is always a box or lines to fill out which ask; How did you hear about us. This is most essential for marketing purposes, but even more important it can be a sales managers greatest and most valuable tool. - Your Sales Team Must Leverage Your Brand to Sell More By : Lance Winslow
If you are a sales manager then it behooves you to leverage your brand name to sell more and your sales team needs to understand this and use this to their advantage. This is where a good sales manager can really make the grade and increase the company’s sales. - Sales Management and Cold Calling Programs By : Lance Winslow
Most people who are in sales do not really like cold calling much and I suppose that makes sense, yet if you are very knowledgeable about the industry for which you are calling you should not worry much and actually come to enjoy talking to like minded business folks. Indeed you may find they actually enjoy talking with you. - Sales Management by the Numbers By : Steve Martinez
If you ask me how much Bobby will sell this month, there is only one way to tell. It isn’t by what Bobby wrote on his forecast sheet. However, with the right information, this is an equation I can get into. If we run the sales activity numbers, we can pretty accurately determine where Bobby will end up this month, quarter and year. As the numbers and ratios change so will the final results. This can be exciting, when we are interested in managing sales and our business through sales activities. - Sales Manager and the Phone Book Prospecting Trick By : Lance Winslow
You know there are still some sales managers out there who instead of insuring proper amounts of qualified leads for their sales force will instead throw a new salesman or woman a darn phone book and say good luck, there is the phone? Oh great the new salesperson thinks. - Selling is Personal Communication and Relationship Building with the Prospect By : Lance Winslow
If you are a sales manager in charge of training new recruits and sales people you know you have your work cut out for your. Many people have been told that they are a natural salesperson, due to their persuasive demeanor. But selling is much more than that and all too often new sales people on your sales team, just do not understand this and this is why - The X Factor in Sales Management By : Steve Martinez
Do you know how to apply the power of the X factor for Sales Management? The X factor is the simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this equation to sales contacts, they are released from the bonds of time and energy. - Business Lead Lists By : Ken Marlborough
Business lead lists can be classified into a number of categories. They can be based on the various characteristics of the customers, such as age, sex and education. They can also be based on the geographical and other characteristics of the markets. - Sales Management Tip #9; Do Not Let Your Sales People Act Like Children By : Lance Winslow
As a sales manager for the company you need to make sure that your salespeople on your sales force do not act like children. Many people believe that children are the world's best sales people because they are good at twisting and manipulating their parents feelings and generally good at getting what they want. - Top Ten Strategies Large Corporations Use Against Small Businesses & Their Countermeasures By : Daniel Lowery
1) Fighting attritional battles—a common practice of giant corporations is to start a price war to drive down profits. With more capital, they can afford a loss for longer than their smaller competitors. - Sales Management and Managing Sales By : Lance Winslow
For those engaged in sales management and trying to control a group of self-starter type sales people you can just imagine how hard it is. In all the commotion, chaos and controversy they have to manage in shear terror of handling all that is coming at them. - Ten Qualities of a Winning Sales Manager By : Bill Lee
Don't make the same mistake many dealers make by automatically promoting your company's best salesperson to sales manager, unless he or she possesses the qualities necessary to manage, not just those qualities necessary to sell. The jobs are quite different. - Positional Authority By : Kurt Mortensen
Those who have authority based on the position they hold in the community have Positional Authority. This includes your boss, the U.S. President, or a police officer. - Influential Authority By : Kurt Mortensen
Power is situational. In what situations do you have the most power? When do you have the least? - Gain Willing Cooperation By : Kurt Mortensen
Reward Power refers to the ability to deliver rewards or benefits to influence others. These can be financial, material, or psychological rewards. Reward Power is the fastest way to persuade. - Is Using Past Success As A Factor In Hiring A Mistake? By : Virden Thornton
A sales candidate’s resume will tell you about the sales experience of an applicant and other work related information that might impact performance in the sales position you have open. - The 8020 Rule Fallacy In Sales By : Virden Thornton
The 80/20 rule in sales is not a myth. Believing that it is inevitable and that all sales organizations or service industry professionals must live with 80 percent of their sales team members selling only 20 percent of the products or services is the fallacy! - Red Flags Of Sales Recruiting: No Need To Take Action (Don't Hire Them In The First Place!) By : Thad Greer
If you’ve seen the movie adaptation of David Mamet’s stage play “Glengarry Glen Ross”, no doubt you’re familiar with Alec Baldwin’s infamous scene in which he delivers one of the most memorable motivational sales speeches of all time. - The "Employment Tests" Myth By : Virden Thornton
In a comprehensive article on hiring myths, Ira S. Wolfe, the President of Poised For The Future Company, quotes The U.S. Department of Labor, which recommends a “whole person approach” to screening employment candidates. - Top Sales Consultant Asks: Is It Time To Evaluate Your Compensation Plan? By : Dr. Gray S. Goodman
I was discussing the compensation plan of a reasonably new company with its national sales director the other day, and for a very intelligent guy he sure sounded dumb. - Does Your Sales Training Program Address Your Sales Performance Issues? Part 1 By : Jeffrey Hardesty
Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues - Does Your Sales Training Program Address Your Sales Performance Issues? Part 2 By : Jeffrey Hardesty
Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues - Top Sales Pro Says: Try Thanking Your Inactive Accounts! By : Dr. Gray S. Goodman
Defensiveness can be defined several ways. - Engineers Hiring Sales Reps By : Phil Morettini
The hiring of salespeople is often one of the most frustrating aspects of staffing a high tech enterprise.
Particularly in the startup phase, senior management has often come from a technical (or at least not sales) background. They know that they need a sales force (usually!). But they’ve certainly never hired them before. Or if they have, it’s not been successful. And truth be told, technical founders often don’t have a high opinion of the sales profession. They may think sales looks like an easy job that anyone can do. - US Government Sales & Marketing By : Phil Morettini
What’s the difference between selling to the US Government and selling to the Commercial market?
It’s like night and day.
Sales and Marketing to the government is truly the flip side of commercial activities. You really can’t believe how different these markets are--until you’ve actually come from one side--and tried to go over to the other. I emphasize, tried, because it usually doesn’t work out very well! - The Businessperson's Dilemma: To Wear the Rolex or Not! By : Dr. Gray S. Goodman
You’ve heard the expression that’s says: “Everyone loves a winner!”
But is it true?
Specifically, if you’re a success, and a conspicuous one, as a salesperson, consultant, or businessperson, with all of the goodies to show for it, including a Porsche, London tailored suits and a Rolex, will clients be pleased or will they think your services are too costly? - Can Your Salespeople Respect Someone Who Earns A Fraction of What They Do? By : Dr. Gary S. Goodman
Some years ago I was doing a customer service training program for a very successful financial services company in the Northwest. - Quality Activity Achieves Quality Results By : Jonathan Farrington
Failing to focus salespeople's activity reduces efficiency and consequently reduces results, because there is not a salesperson alive that believes they have enough time in their working week to complete all the activities they want to achieve! - Magical Numbers for Increasing Sales By : Andrew Herbert
Many of us are aware of the marketing strategies many consumer based organisations use when getting people to buy their products at selected price structures. The most common price structure used to win over competition is the number 99 which has been proven to increase sales but have you ever considered other pricing numerals which may be just as advantageous over your competition. - Sales Managers: You'll Set More Appointments With Better Call Analysis By : Dr. Gary S. Goodman
As a sales manager or a business owner you can analyze various statistics.
For instance, if your crew prospects for appointments you can monitor and measure....... - Sales Recruit Failures Cost $000,000s By : Tom McLaughlin
It's not poor skills or laziness but when management is fighting fires, a sales staff is on its own and the numbers start falling..... - Apache Achieves Record Q2 Sales and Signs Major Partnership Deal for 45nm Designs By : Business News
Apache Design Solutions, the technology leader in full-chip dynamic power and noise solutions for system-on-chip (SoC) designs, today announced that the company has achieved 14th consecutive quarter of record sales while maintaining profitability. Apache continues to add new customers, and now seven of the top ten fabless semiconductor companies have adopted Apache's power and noise sign-off solutions. - Kyriba Corporation Expands North American Presence with Significant Customer Acquisitions By : Business News
Kyriba Corporation, pioneering web-based treasury management solutions since 2000, today announced significant sales penetration and momentum throughout North America. More than forty new customers chose the Kyriba(TM) ASP Treasury Management platform in the first half of 2006 to gain enterprise-wide access, visibility, and control around treasury operations and liquidity management. - Differentiation - The Key To People Remembering You And Your Game By : Manny Nowak
What exactly are you selling? What is your product or service? How do you differentiate yourself from everyone else? Are you really interested in being at the top of your game? Strange question isn’t it? - Trimeris to Release Second Quarter 2006 FUZEON Sales Results on Wednesday July 19, 2006 By : Business News
Trimeris, Inc. today announced that it will release FUZEON sales results for the second quarter of 2006 on Wednesday, July 19, 2006, at 4:00 P.M. Eastern Time. Trimeris' announcement will be followed by a conference call at 4:30 P.M., led by Steven D. Skolsky, Chief Executive Officer, and other members of senior management. - Reflexis Systems Names New CFO and Vice President of Sales and Marketing By : Business News
Reflexis, the pioneer and leader in next-generation Retail Execution/Task Management, announced today the appointment of Daniel M. Clarke as Chief Financial Officer and Michael J. Panagakos as Vice President of Worldwide Sales and Marketing. - DGSE Companies, Inc. Announces Execution of Definitive Agreement to Acquire Superior Galleries, Inc. By : Business News
DGSE Companies, Inc. , which wholesales, retails and auctions fine watches, jewelry, diamonds and precious metal and rare coin products via traditional and Internet channels, today announced that it has executed a definitive agreement to acquire all of the issued and outstanding stock of Superior Galleries, Inc. in a transaction valued at $14,000,000. - KeyBank Speeds up Cafeteria Lines with New Sharp Contactless Point of Sale System By : Business News
KeyBank recently installed a new contactless point of sale system in its corporate cafeteria - including the Sharp UP-700 point of sale system - that is helping its employees get through lunchtime checkout lines faster. Employees simply tap their KeyBank MasterCard(R) PayPass(TM) debit cards or other MasterCard PayPass cards on the specially equipped merchant terminals and the payment is completed in seconds. - You Are Not Lazy, But Other Salespeople Are By : Lance Winslow
Most people who are sales people are somewhat lazy in observance, however some spend a lot of time strategizing and thinking. As a Founder of a Franchise company I had often been accused by my own Bonzai and Blitz marketing teams of being lazy and sleeping until 11:00 Am or Noon, yet I had stayed up all night until 4:00 Am or 5:00 Am studying maps, making plans and lists of the best possible clients. - Sales Management: 5 Signs You Hired A Loser By : Dr. Gary S. Goodman
Most sales managers got to where they are because they were effective salespeople, first.
And they became effective in sales because they were optimistic. - Sales Managers: Should You Dress Salespeople For Success? By : Dr. Gary S. Goodman
If you’re a guy and you’re lucky enough to have a caring spouse or girlfriend you won’t be offended if she occasionally flicks the lint off your lapel or tightens the knot in your necktie.
But what if your sales manager did that, too? - Savvy Sales Managers Know Call Backs Don't Count! By : Dr. Gary S. Goodman
Recently, you hired someone who seems to have all of the enthusiasm in the world.
In tracking his performance you can’t help but notice that he has (1) Either no sales, yet; or (2) Very few sales; fewer than expected. - The Importance Of Up Selling And Cross Selling To Increase Margins By : Jonathan Farrington
To increase the revenue and margins of an order by selling products and services at a higher price i.e. up-selling or by selling additional products and services i.e. cross selling, we must be able to prove to the customer that there is something in it for them. We must show them increased, i.e. added value. - How to Run a Sales Blitz By : Brandon Hull
Despite the growing disdain for walk-in-the-door cold calling, there are plenty of high activity sales companies (even industries) that conduct sales blitzes to generate a wave of fresh leads for their new business developers. - How Your Life Will Change When You Can Attract Any Woman You Want By : Brandon Hull
Despite the growing disdain for walk-in-the-door cold calling, there are plenty of high activity sales companies (even industries) that conduct sales blitzes to generate a wave of fresh leads for their new business developers.
Read on for some great best practices to make them successful. - The Art of Selling: 3 Tips to Make People Make Decisions By : Dr. Gary S. Goodman
One of my early sales trainers said, “Gary, people hate to make decisions and that’s why we have to make them for them.” - Are Self-Limiting Beliefs Constraining Your Sales Team? By : Jonathan Farrington
“The winners in life constantly think in terms of I can, I will and I am. Losers on the other hand concentrate their waking thoughts on what they should have done or what they don't do”.- Dennis Waitley - Don't Outsource Inside Sales By : Andrew Rowe
Insource it! There are lots of companies out there offering outsourced telesales and lead generation on a pay per lead basis. - Top Speaker Says You Aren't Bored: You're Just Not Challenged! By : Dr. Gary S. Goodman
There is that famous quip that says knowing you’ll be hanged in the morning has a way of clarifying your mind. - Sales Managers: Post Your Sales Results Conspicuously! By : Dr. Gary S. Goodman
When you post sales results you make every day a contest, a race. People compare themselves, and evaluate their own stature relative to others. - Strategic Selling Begins In The Boardroom By : Jonathan Farrington
In most industries to-day, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO’s or managing directors of those top companies, which logically means that there are maybe 500 customers for a million sellers. - Sales Incentive Program Design By : Andrew Rowe
There is a process for developing sales commissions with respect to overall sales compensation that can be followed. The principles are quite easy. - Sales Management -Creating an Effective Sales-Management Program By : Rick Johnson
To be truly effective and follow best practice involves focus, process, discipline and accountability. The sales team at most companies consist of all the individuals involved in the sales/marketing channel that serves the end user. Ideally, it should be a coordinated network, with strong alignment of individual activities with focus on objectives, process for continuous improvement, discipline toward utilizing best practice throughout the sales process and accountability for performance at all levels. - Sales Management -- From a Patch of Dirt to Territory Fluency By : Rick Johnson
When I carried a bag, sales territories were defined geographically. Of course, that was in the old days. My daughter calls it the days of Black & White Television.
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