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- Top Practices of Superior Sales Organizations by Carlos Quintero
Unwavering customer focus in selling is crucial to success. Successful selling organizations continually judge their performance through the eyes of the customer. It is not their ability to persuade that defines success, but it is their passionate commitment to involve the customer in every facet of the business. - Top Metrics Sales Organizations Use by Carlos Quintero
The standard measure most firms use to determine if salespeople are on track or ahead of financial plan. This indicator is at the root of positive coaching conversations to sustain the current trends, or to identify where focus can be applied in order to achieve the targeted objectives. Sales by Customer Segment Provides data on which segments are generating the majority of the sales, whether opportunities in other segments are being ignored, or if salespeople may require additional training to be more... - Top 10 Practices of Sales Management by Carlos Quintero
The most important relationship in a sales organization is between a salesperson and a sales manager. Choose your managers carefully. Success as a sales manager is driven by what is inside - a respect for the individual, a commitment to engage, challenge, and build trust, a genuine caring. - Top 12 Ideas For Driving Consistent Growth by Carlos Quintero
Develop a documented sales process. It is the foundation for continuous improvement, measurement and focus. It is the roadmap and framework for coaching and for creating LIFT with the sales force. Define your top strategies for growth each year. Research suggests that Account Penetration, Retention and Expanding Market Share are the most important strategies, yet they are considered table stakes. You must do these three. Pick 2-3 more and then execute them flawlessly. Pursuing too many strategies dilutes your focus. - Top 10 Ideas For Improving Sales Performance by Carlos Quintero
Recruiting and selecting the right talent needed for each sales position is the single most important skill of sales management. Sales and service improvement is an outcome of deliberate, planned actions over time, at all levels. "Raising the bar" must be the primary objective of sales and service leadership. - Sales Team Motivation - Sales Management For Tactical Vs Strategic Salespeople by Barrett Riddleberger
When you assess the make-up of your sales team, what do you see? Despite attempts from management to motivate and inspire, are they consistently going after the easy, low hanging fruit? Do they stop their follow-up and follow-through after only one or two calls? Or do you have salespeople who take their time in selecting the right prospects and then do their homework and prepare? The difference here lies in the tactical versus strategic approach of salespeople, and as a sales manager, you MUST adjust your techniques accordingly. This is a brief guide to help sales team leaders build a force of strategic, proactive salespeople. - Invest in Your Top Sales Performers to Take Your Company to the Flashpoint by JK Harris
Most companies focus their development resources on the salespeople who are not doing well. A better strategy is to help the mid- and top-ranking salespeople improve, so that they can go from good to great and from great to superstar. - Sales Force Management - How to Stay Focused on the Goals by Carl Davidson
One of the keys to good sales force management is to realize that it is more important that your sales force respects you than like you. If they like you, that's great but often in sales force management as in family rearing, you need tough love to achieve success. In the end, what the company and the sales staff want is success. - Create a 'No Excuses' Sales Environment by Tony Cole
What is your company's sales culture or environment? Can that question be answered quickly and articulated consistently across your organization? The foundation for creating a clearly defined sales environment begins with the leadership - how they set sales standards and then demonstrate, communicate and inspect accountability to those standards. - The Influence of Others by H. R. Smith
Like it or not, every aspect of your life is a result of the influence of others. You may like to believe you are an island or you 'march to a different beat'. No matter where you are in life, you are, at this point in your life, the cumulative result of outside influences. - How Do You Go About Building a Sound and Profitable Base? by John Duffield
How do you go about building a sound and profitable base? There is no single answer to this important question. It is vital to focus your attention on profit performance and examine the status quo, but there are five essential points which you need to address personally, without delegating. - 3 Steps to Successful Sales Forecasting by Laurence Ainsworth
In most businesses this (the 4th) quarter is the busiest and much sales effort is focused on getting the best results from these critical weeks. However good sales managers are also preparing get to grips with next year's sales targets. - How Sales Management Continued Acceptance of Excuses Creates Poor Sales Results by Leanne Hoagland-Smith
A recent marketing challenge that really was not that difficult solicited a lot of excuses and whining from those individuals who failed to meet the challenge. Most of these folks accepted the challenge and then when the deadline loomed, the excuses started flowing. This reminded me of how some in sales management continue to make excuses as to the performance of their teams. - Creating and Maintaining an All Star Sales Team by David J Steel
Whether your company is brand new or you find that you are in a place where you want to make sure that it can stay on track, you will find that your sales force is something that you need to invest in. No matter what industry you are competing in, competition is tougher than ever, and if you want to make sure that you are going to stay on top, your sales reps are going to be an important part of how you do it. A good sales professional is one that is going to keep on getting you business. - Interview Questions For Salespeople by Karen Andrews
If your looking to hire a salesperson it can be difficult to identify who is going to be a sales superstar and who is not. When interviewing the most important areas to focus on and discuss is... - Top 7 Reasons Sales Managers Fail by Colleen Stanley
Have you been scratching your head wondering why your sales team is not hitting revenue goals? Do you feel like you're doing everything you can and giving it your all a manager but are not getting consistent results? Read on to determine if you are a product of these 7 reasons sales managers fail: - Motivation Through Measurement - The Hawthorne Effect by David Burton
Apparently over 25% of 'motivation' agencies don't even offer performance measurement services. This indicates that companies need to be wary of 'widget sellers' who pretend to be motivation specialists in a market often more interested in selling the end reward, than the tools to control how performance and reward costs are managed. - You've Cut All Your Costs - Now What? by Gary Braun
Now that you have cut your budgets to the bone, you must figure out how to get more sales productivity with less. This article examines how you might do that and let's you assess your sales force through a few simple questions. - Why Your Business Needs Asset Maintenance by Ashley Combs
Making sure that your production or manufacturing business is running efficiently is one of the key factors to a long business life. An asset maintenance system can be a combination of both automated and manual documentation. Also, Asset management can monitor overhead costs. Take the first step to reaching a successful tracking system by conducting pricing references from a few Asset Management providers. - Great Holiday Sales Start by Taking Inventory by Marty Randal
If you want to make the most of sales this season, it's time to take inventory on more than just the goods and/or services you sell. Ask yourself these 7 questions to determine if you're ready for the holiday season rush. - Getting a Merchant Account That Suits Your Business by Jim Oneil
For conducting an online business it is absolutely necessary to have a merchant account. Retail merchant accounts allow you to accept payments from customers online through credit and debit cards as well as through other payment modes. However, getting one anywhere, including UK, can a long and a tiring process especially if you are new to this concept. - The Numbers Game-Making Sales Calls by Vahid Razavi
Simply the 80/20 rule is 80% of the time the prospect should be talking and 20% of the time the sales rep should be asking questions to probe the needs of the prospect. If you are managing an inside sales team, what matters is looking at the total talk time of your reps and making sure that they are at least making the necessary dials and having 1.5 to 2 hours of continues talk time with prospects per day. - Tips to Improve Sales and Create Awareness? by Vijay K Shetty
Brand empowerment and brand awareness can be achieved easily with promotional products. If you have launched a brand and need to create awareness about your new range of product, you can make use of corporate gifts. Your clients, customers, retailers, suppliers or distributors are indispensable to your company. It is important to inform them about your new products and services. Make use of innovative gifting ideas to bring about this awareness. - How to Conduct a Successful Sales Meeting by Andrew R. Bailey
Usually a once a week ritual in most sales oriented companies whether retail, indirect sales or direct sales its always a must have. I have never known a manager who loved to have these meetings with their staff every week. They usually saw them as ritualistic requirements imposed on them by upper management and their sales staff. - Keeping Your Funnel Full by Nicholas Loise
At the end of the day as a business owner, sales person or marketer it is all about hitting our numbers. We want to be at plan at the very least or drive ahead of last years numbers. There is no better time to do that then now. - Tips For Business Owners - How to Impress Your Clients? by Vijay K Shetty
If you are looking out for ways to impress your customer, client, stake holder, supplier or distributor here's a hint for you. Every business can have added sales with some planned strategy employed periodically. This strategy implemented must be followed consistently achieve success and to hold a lion's share in the market. - What is a Customer Reference Program (CRP)? by Gary R Mason
Customer testimonials are critical as buyers increasingly rely on peer advice in purchase decision-making. A centralized Customer Reference Program (CRP) can shorten sales cycles and boost sales. - Sell a Business Through Online Channels by Ant Onaf
Individuals and organizations, large or small, sometimes must sell a business for hundreds of different reasons. Many times people start a business but are unable to run it efficiently due to circumstances beyond their control like market conditions, managerial decisions, labor problems, product quality, location and other reasons. In such a situation the best option available for such an entrepreneur is to depart. Putting the business up for sale is one of the most feasible things one can do. Finding the right platform to sell can be more difficult than one might think, but luckily the Internet has minimized these difficulties and made it easier to sell a business. - Winning Strategy to Boost Sales! by Vijay K Shetty
It is quite true that the ability to not only bring in revenue from clients and maintain those revenue streams through repeat sales is a skill that can be learned. But, there are some simple things that can be followed to make your business a successful one. It is definitely a winning strategy. - Why Aren't You Doing a Better Job of Managing Your Sales Team? by Dr. Jim Anderson
I don't care if your product turns lead into gold, if your salespeople don't go out there and do a good job of selling your product then you won't be a product manager for long. I'll agree that you are not running the sales department, in fact you are probably not even part of the sales department; however, your product's life depends on what that department does with your product so you had better start managing your salespeople.
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