Steve Martinez's Articles in Sales-Management

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3 Key Benefits of Automated Sales When someone asks me, "what are the benefits for automating the selling process?" The answer is easy. A business owner will have more profits, enjoy more free time and gain peace of mind. Let me explain the simple concepts we use to deliver outstanding results. We call it, creating T.O.M.A. - Top Of Mind Awareness. The idea is to reach TOMA with your existing customers so they always think of you whenever they need a service you provide. How to Hire a Superstar Salesperson for 2007 If you are hiring a salesperson for 2007, you should have a list of superstar qualities your candidate must match. If we were talking, I might ask you; do you really need to hire a salesperson to get the results you want? This short checklist will take some of the emotion out of your important salesperson decision. The X Factor in Sales Management 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. Sales Management by the Numbers 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. Why Experience Doesn't Guarantee Success in Sales 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? The Poker Selling System 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! It's The Sales Process That Sells, Not the Salesperson 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. How to Create A Vision For Sales Success 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 Develop a Master-Planned Sales Plan 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. The Forward Thinking Sales Manager Begins with the End in Mind 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.

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