Sales-Management
The "Hire Someone With Product Knowledge" Myth
Hiring a candidate for your sales position who has ?product knowledge? seems on the surface to be a smart move. Don?t believe it! Product knowledge is highly overrated by most sales manager and has little to do with a representative? Read more →The "Let?s" Technique
You can create unity and alliance and lessen defensiveness when you use "let?s" in place of "you," even when that individual, not you, is really going to be the one carrying the duty out. Read more →The "References Checks Are A Waste Of Time" Myth
Many sales managers and business development officers find that checking an applicant's references is a futile activity. They say to themselves, ?why should I waste my time calling the references given to me by a candidate for a sales position, when it is obvious that the applicants only list people on their resume that will give them a positive recommendation? Read more →The "Sales Goals Motivate" Myth
It is impossible to motivate anyone but yourself. All a sales manager can do to motivate those members of the sales team, is to set a climate where staff members motivate themselves. Read more →The 10 Most Important "To-Do's" of Any Successful Salesperson
1) Define your Target Market3 questions that set you up for success (or failure)1) Who do I call on? 2) What do I call on? 3) Why should I call them? Read more →The 7-Roles of Highly Competent Salespeople: Role #6 - The Effective Manager
A ?role? is defined as the characteristic and expected social behavior of an individual. We all play many roles in life, such as parent or salesperson, and it is not difficult to see how this sense of the word role is related to its meaning in theater, where a ? Read more →The 8020 Rule Fallacy In Sales
The 80/20 rule in sales is not a myth. Believing that it is inevitable and that all sales organizations or service industry professionals must live with 80 percent of their sales team members selling only 20 percent of the products or services is the fallacy! Read more →The ACCOUNTABILITY Challenge for Today's Business Management
In today?s 24/7 driven business word, accountability is becoming a more critical issue for every business owner, manager, executive and salesperson. The challenge is to realize that accountability is just not a single issue, but an issue with many supporting elements. Read more →The Achilles' Heel of Management Coaching
While heading home at day?s end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time elevating her performance. Read more →The Art and Science of Managing Expectations in Selling
It is very easy to fall into a trap with the customer by extending offerings beyond that of what the company infrastructure is able to supply in a reasonable timeline. Read more →← Previous Next →
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Aphorism
Only two things are infinite, the universe and human stupidity, and I'm not sure about the former.
Albert Einstein