Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager. Susan is also exhausted.Her day is packed with conflicting priorities, all demanding her time. She goes out on calls with her sales team, trying to motivate and develop them; she deals... Read More

Pointless Targets

I recall a heated discussion with a sales director some time ago where I proposed that the long-term effect of setting activity targets for salespeople would eventually lead to failure. He vehemently made the point that he had systematically imposed activity targets on his sales force and that the result... Read More

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even knowing... Read More

Outsourcing the Sales Function

Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear.Here's what we hear: "We can't give up control of sales, that's too... Read More

Effective Sales Territory Management

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.If you manage a territory that has existing customers, your first priority should be to introduce yourself to every single one... Read More

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. You no longer have to go to a bank to complete your transactions or home loan applications. Insurance brokers visit your home or office; retailers deliver... Read More

How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't.The shenanigans you watched during the "Apprentice" show... 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. Here are five tips to get you started.1. Have a goal. What do you want to get out of the event?... Read More

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly competitive commercial world however, strong customer relationships take... Read More

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere in a hurry?Change usually happens in an organization through projects, which can take many forms, and may not always be called projects. The easiest to recognize is the traditional type, with a beginning, middle and end, such as the launch... Read More

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Showing 1 - 10 of 151 Articles
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Ten Awesome Ways To Incease Your Sales In Holidays

Everybody thinks that the businesses will slow down a bit... Read More

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

Building Trust For Lifetime Success

Trust.One word.One very powerful word that can increase both first... Read More

How to Sell Strategically

If you want to maximize your sales performance, take a... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

How To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More