Sales-Management
Stop Pointing at Me! Which Way Do You Point Your Accountability Finger?
There are two kinds of people when it comes to accountability.?Those who point their index fingers outward ?Those who point their index fingers inwardWe all know too well that most people are quick to blame others and slow to take responsibility. Read more →Stop Sabotaging Employee Performance
Many managers and executives sabotage employee performance systematically and regularly.Why would they consciously or unconsciously sabotage organization success with this destructive management style? Read more →Story Selection
In selecting a story that is appropriate for any given circumstance, there are three fundamental questions you must ask yourself. First, does the story fit your audience? Read more →Strategic Selling - How to Sell Strategically
If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales? Read more →Strategic Selling Begins In The Boardroom
In most industries to-day, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO? Read more →Strategies For Leading A Sales Force
You must take the responsibility of being the facilitator of learning. Sales people do expect you to be able coach and train on facts and skills. To be effective, you must understand your situation. Read more →Stuck on Stupid ? (How Too Much Time Looking in the Rearview Mirror Can Set You Up for Failure)
Don't Get "Stuck on Stupid!"Whatever your political bent, or your view of the American media, you?ve got to love the recent comments of Lieutenant General Russell Honore during the Katrina aftermath. Read more →Success Tip #48 - Boost Your Business Batting Average by 20 to 50%
Let's take a look at how a baseball statistic can improve your business bottom line.I love baseball. I find the history of the grand old game fascinating. Read more →Successful Major Account Management - The jfa Model
In this third part of the four part series, we look at the jfa Major Account Management Model.There are four parts to the model. Each part influences and is influenced by the other parts:Key Information tells us what we need to know about the major account. Read more →Successful Sales Management - What Are The Core Competencies?
Management, and particularly sales management, operates on and obtains its results from the staff that are managed. This clearly puts emphasis on the behavioural skills required to promote good human relations and helpful attitudes. Read more →← Previous Next →
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Aphorism
I'd be a bum on the street with a tin cup if the markets were always efficient.
Warren Buffett