Sales-Management
Sales Prospecting and a Targeted Selection Process
What?s a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them. Read more →Sales Recruit Failures Cost $000,000s
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.Even with the high cost of hiring, training and letting go of a majority of sales staff recruits, keeping weak performers would be a mistake. Read more →Sales Recruiting - How to Hire More Top Sales Performers - Part 1
Business executives and sales managers frequently complain about "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Read more →Sales Recruiting - How to Hire More Top Sales Performers - Part 2
Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Read more →Sales Recruiting - Why Performance-Based Recruiting Produces Top Sales Performers
Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Read more →Sales Strategy 101 - Are You Confusing Your Customers
"Option Overload" is a serious problem that can negatively affect your businesses' bottom line. That's why you must understand and avoid it.So just what is option overload? Read more →Sales Success or Failure - Whose Fault Is It?
I was recently consulting with a very large, multinational firm. In their own heart of hearts - and, in their boardroom - they believed that they had a sales problem. Read more →Sales Tactics to Beat Your Competition
This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition. Read more →Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results
How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch. Read more →Sales Training - How to "Get Dangerous Quickly" With New Products and Services
In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. Read more →← Previous Next →
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Aphorism
You only have to do a very few things right in your life so long as you don't do too many things wrong.
Warren Buffett