It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month,... Read More

Producing Premium Performance

One of the major issues that arises in managing a small or medium size business is in the area of employee performance. Many business owners are frustrated with the poor performance of their team or some individuals within their team. No matter how hard they try, they don't seem to... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked,Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you're on a deserted island,... Read More

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the importance of maintaining employee commitment, loyalty and enthusiasm in maximising customer satisfaction, generating positive customer perception and protecting your investment.Repeat business is the life-blood of any business worth its salt. Coupled with a structured approach to increasing market share, looking... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can give you a distinctive competitive edge. Building a file on them, looking at everything from the customer's viewpoint and asking suppliers and employees what they know about them can be worthwhile. Keeping a jump ahead of the competition means knowing... 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

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to spot.Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization." Managers get results by establishing goals and working with and through people to achieve those... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that states, "concentrating strictly on your top level premier accounts (some even quantify that by stating your top twenty) will provide you with as much growth and profit as you can possibly handle." This is often stated regardless of individual and... Read More

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand... Read More

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually between The Sales Director, The Financial Director and The Managing Director. These KPI's tell the sales teams what they should be doing. For example, 'Your pipeline should be at least three times of your annual sales target'; 'Your conversion ratio... Read More

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The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... Read More

How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired,"... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

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

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

How to Sell Strategically

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

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge to... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... 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

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

Increase Your Sales - Accept Credit Cards

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

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

Leadership Lessons for Sales Managers

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

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... 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

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More