Sales-Management
Sales Training Programmes Rarely Provide A Proper Return On Investment
In my opinion, hundreds of millions of pounds world-wide are wasted every year on irrelevant, unnecessary or inappropriate sales skills development and there are four obvious reasons. Read more →Salespeople Enjoy the Price They Pay for Success
I received a call this week from a Texas client. In the course of our conversation, he told me that he had no choice but to terminate one of his salespeople because he was consistently failing to earn his draw. Read more →Salespeople: Are You Playing Moneyball By Measuring What Really Counts?
?Moneyball" is a book that came out recently about Billy Beane, General Manager of the Oakland A?s.It takes a close look at Beane?s successful stewardship of the team, noting that the A? Read more →Savvy Sales Managers Know Call Backs Don't Count!
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. Read more →Scalp Pimples
Scalp pimples or scalp acne are not always the same as garden-variety skin pimples. The scalp is, of course, skin, but scalp pimples usually involve the hair follicles, which get inflamed. Read more →Selling and Managing National, Global, and Major Accounts: It's Probably Easier Than You Think!
Over the years, I've observed a couple of things about salespeople and managers charged with penetrating and managing Major Accounts. They experience additional pressures, reflective of the higher sales quotas and dollar volumes expected of them. Read more →Selling Is A Performance Art
I spent one whole day in the vacuum cleaner business.And it was long enough?to learn one of the best lessons.The fellow I was attached to for my training day was a rumpled dumpling. Read more →Selling is Personal Communication and Relationship Building with the Prospect
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. Read more →Send Me in Coach!
At one time there was a long-standing belief in many sales organizations that coaching of sales representatives was a fundamental sales management responsibility. Read more →Set Yourself up for Trade Show Success
Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Read more →← Previous Next →
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Aphorism
In investing, rely on the ordinary virtues that intelligent, balanced human beings have relied on for centuries: common sense, thrift, realistic expectations, patience, and perseverance.
John Bogle