Sales-Management
Run a Productive Business From Your Car-Office
The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises. Read more →Rx for Sales Effectiveness ----- The Purple Pill
The ?Purple Pill?If you could give your sales force a ?Purple Pill? that would boost their effectiveness by 25% or more, would you do it? No prizes for guessing how a typical sales manager would answer this question! Read more →Sacking Clients: Brand Power Wheel
Remember in the last message we talked about your directional pipeline and how sometimes you'll be approached by prospects who just don't fit with what you want to achieve? Read more →Salary Or Commission - Which Is Better?
Years ago, I had a conversation with a friend who was thinking of getting a job in sales. He asked me which I thought was better, Salary or Commission. Read more →Sales & Marketing Plan Strategies
Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? Read more →Sales Appointment Planning
This is arguably the hardest thing you will ask a salesperson to do, the part of the job they really hate. They normally have a planning day to make appointments, follow up quotes and catch up with any paper work. Read more →Sales Citizenship
Executive OverviewExperienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. Read more →Sales Coaching... Fact or Fiction?
The old adage in selling has always been, ?Find out what they want, then, give it to them.? The fundamentals of selling are clearly that elemental. The application thereof, however, continues to be the litmus test that quickly separates the skilled from the rest. Read more →Sales Commission - What Return Should You Expect On Your Sales Compensation Investment?
This article answers the following questions: How do most companies look at return on investment (ROI) for their sales compensation expense?What portion of sales compensation expense do companies allocate to managing existing accounts versus pursuing new accounts? Read more →Sales Competence Isn't About Quota Performance!
Compounding the problem are two myths regarding measures of competency in sales.Myth#1: Quota performance does not equate to sales competency ? A salesperson? Read more →← Previous Next →
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Aphorism
I will tell you the secret of getting rich on Wall Street. You try to be greedy when others are fearful, and you try to be very fearful when others are greedy.
Warren Buffett