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12 Keys to Tuning Up Your Sales ForceAuthor: Lee B. SalzNot sure if you current sales organization is up to snuff? Sales goals are difficult to hit in a slow market. Here are twelve keys to help ensure that your team is focused on the right objectives...
5 Secrets to Exercising Authority Author: Mike Brooks If you are a sales manager, then you probably know and understand there is a fine line between leadership and exercising authority while trying to fit in as part of the team and wanting your employees to like you. Managers struggle with this all the time
Sales And Leadership: The Differences That MatterAuthor: Brent FilsonBeing a salesman can provide a poor foundation for leadership. Leading and selling, though they share certain qualities, are very different activities. You can manifestly improve your leadership and sales skills by understanding the differences.
Sales Managers - How To Develop A First Class Sales TeamAuthor: Jonathan Farrington Pick a typical report and what words would you find? Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organizations that are efficient, productive and predictable. What set of people are required to implement these types of
Sales Force Retention is a Myth. Turnover is a sign of a deeper problem. Author: Jeremy MillerTurnover will always be a factor in any sales force as it is a top-of-mind management topic. A revolving door of sales talent is a symptom of a much deeper problem. With boomers leaving the market and an already overheated job market, companies need to ho
Why Salespeople Don't Work OutAuthor: Bob PudlockThere are ten reasons why most sales people don't work out. The net effect of any of these reasons creates poor results, mediocre production, sales person churn, and frustration on the part of management, ownership and shareholders.
Ten Tips for More Hirable Sales CandidatesAuthor: Dave KurlanThe job market is getting tighter, but more so in certain sities and especially in certain industries. With the shrinking supply of candidates, those companies are seeing fewer applicants as desirable candidates. So what can you do about it?
Accepting Responsibility for Your Sales Success Author: Dave KahleWhat is it that empowers some people to change smoothly and effortlessly, while getting others to modify their behavior seems like moving a mountain? In my role of developing sales people and their managers, I am struck by how many people fail to accept r
“Why Can’t I Hire The Right Sales People?”Author: Lee B. SalzA disconnect exists between sales managers and recruiters that causes challenges for both. Together, these challenges can be resolved by creating a company sales talent screening program. Screening is the toughest of all, especially when they have worked
5 Things Sales Leaders Should Know About Achieving Sustainable Sales GrowthAuthor: Stone Payton Would it surprise you to find out that 50% of the factors that contribute to sales performance are outside the the organization's direct control? Think about it - marketing, pricing, distribution, competition, regulation, supply, quality...
Ten Principles of Motivation Author: Nido QubeinIn twenty years of helping to solve executive challenges, I have learned a few basic priciples about motivation. You cannot motivate people. They are already motivated. The key is to determine what motivates them and use this knowedge to channel their ene
Helping Others Take OwnershipAuthor: Kevin EikenberryThe benefits of creating a sense of ownership are many - including passion, pride and loyalty. All sales people need to feel they play an important role in the company's success. It gives them the confidence they need create better sales results...
Sales Leadership In A Down MarketAuthor: Thomas DeGroffSomewhat sudden and unexpected soft markets can almost always translate into sales problems. This is a time when you need to adjust your team's focus. Communication will play a big part in maintaining sales productivity during the slump...
How to Grow Star Performers Author: Nido QubeinSuppose you could convert five of your moderate sales performers into star performers. Would it make a significant difference in your productivity? You might be suprised at how you can impact the level of preformance in your exisiting sales staff using yo
The Changing Times of Hiring SalespeopleAuthor: Barrett Riddleberger Gone are the days of people lining up to work for a company. Nowadays the candidate pool gets larger as the talent pool gets smaller. If you think you can sit back and wait for premium sales talent to come begging at your door for a job, think again...
Should You Outsource Sales Management – The Key ConsiderationsAuthor: Peter LawlessWhy is it so important to have someone with sales management experience in your company? Would you know how to maximize the potential of a good sales person? People can bring a unique blend of skills to the workplace and it's important to know how to deve
Sales Motivation and the Role of LeadershipAuthor: James ChapmanReal motivation comes from effective sales managers who know how to establish individual team goals based on the bigger picture of company goals. Communication skills play a big part in achieving overall team motivation.
How well are your salespeople serving your customers?Author: Dave KahleEven though you are mostly concerned with overall sales numbers, the bottom line for your customer is how well they feel they are being served. All sales people truly believe they are giving their customers excellent service. Here are six initiatives that
Increase Profitability By Understanding Your Sales Team Author: Chuck MacheHave you ever closely examined why some people are wildly successful at selling, while others lack the motivation or skill set to sell, even though both went through the same training? The answer lies in the fact that there are different kinds of sales pe
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Get The Sales Job You WantAuthor: Lee SalzIf you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them. BRAG BOOK: WASTE OF TIME OR VALUABLE RESOURCE?Author: Teena RoseOn occasion, online forums reflect heated discussions on whether a brag book holds value or not. Much like the rest of the interviewing and job-search process, the book is only valuable if the interviewer perceives it to be. What that means is, not everyIn Sales, What Differentiates The Top 5% AchieversAuthor: Jonathan FarringtonAs you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer, what are their characteristics, where are their strengths, and what differentiates theSelling a Price IncreaseAuthor: Mark HunterEven the most sales savvy among us have been there: fighting back the nerves that materialize whenever we are faced with telling a customer about a price increase.
Reviving Prospects who Disappear into "The Black Hole"Author: Jill KonrathHave you ever had hot prospects who suddenly stopped returning your call? Then you know how disconcerting it can be - especially when they'd expressed so much interest in your product or service only days before. |
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