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Sales Management Training Articles
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Views: 1943(1 vote) - Why sales coaching are essential for your business - by Submitted on May 18, 2010 from Emily JonesOne of the keys to increasing sales is to control and reduce the turnover of sales staff and management. It is not only very costly turnover in terms of recruitment, training and end costs, but also very counterproductive when growing sales revenue. Sales are most important for every business. ...
Views: 1218 - The importance of sales coaching - by Submitted on May 18, 2010 from Emily JonesThe sales professionals of all ages prefer to go outside to talk with potential customers who sit in a long seminar on sales coaching technique. Managers and executives place a high premium on results but corporations want sales people to have the information required to use intuition in a ...
Views: 1844 - Sales training can increase sales - by Submitted on May 18, 2010 from Emily JonesDespite of the economic environment we are operating in, it is essential to discover a way to increase sales. Sales force Evaluation and Sales Performance Management is a crucial part of marketing, especially when dealing with a push approach towards the marketplace. In many cases, the ...
Views: 1331 - Sales training can improve employee retention - by Submitted on May 18, 2010 from Emily JonesTraining can help companies to improve retention of employees in your sales department and this can provide tremendous financial advantages. The reason that the advantages can be so large is that the quality and tenure of the sales organization will have a direct impact on front line revenue. By ...
Views: 1717 - Don’t Read This…Unless You Want To Have A Really Good Sales Meeting - by Submitted on May 18, 2010 from Ralph BurnsWe’ve all sat through God-awful boring sales meetings right? Not exactly a good time, as I’m sure you’d agree… Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting? “Positively absurd” you say! Well, if you are one of the ...
Views: 1916(1 vote) - What Are Promotional Lanyards and Compendiums - by Submitted on May 18, 2010 from Jennifer PageBrand awareness these days has really exploded. It is possible to put your brand, logo or name onto anything. While it used to be just clothing, pens and coffee mugs that had logos on them, it now seems like there is no limit. Novelty items are now branded and given as corporate gifts. You ...
Views: 1420 - How to Get Your Sales Team to Reach The Highest Level of Sales Achievement - by Submitted on May 18, 2010 from Ralph BurnsFirst things first. As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment. Say this in a group setting at first (at your first sales meeting to establish ...
Views: 1827(1 vote) - The Best Source of Sales Tips and Techniques for Sales Professionals - by Submitted on Apr 26, 2010 from Kate TammemagiAll Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and ...
Views: 2203(4 votes) - ***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred - by Submitted on Apr 23, 2010 from Sam ManferIt’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that ...
Views: 3232(3 votes) - Empower Your Sales People By Providing Them With Positive Behavioral Feedback - by Submitted on Apr 22, 2010 from Ralph BurnsThe sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales ...
Views: 1932(7 votes) - The 4 Simple Secrets to Selling Training - by Submitted on Mar 25, 2010 from Frank O'TooleOn a recent sales Training courses it was asked ‘do we have to continuously prospect for new customers?’ Well the answer is a resounding yes. All successful sales people practice the same basic principles to achieve more sales, and the first step of any sale must be prospecting. I recall a ...
Views: 1262(7 votes) - How To Choose A Sales Training Program - by Submitted on Mar 15, 2010 from Susan EnnsWhether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before ...
Views: 1858(2 votes) - Recessionary Times - Beat it. - by Submitted on Mar 03, 2010 from Frank O'TooleAs the global economy has changed over the past 12 months or so, more and more people are turning to Sales training courses to help them secure more sales. Never have we seen such a change in the world, people who had money burning holes in their pockets 12 months ago no longer have the same ...
Views: 1250(9 votes) - Sales Legends Qualify Hard, Win More! - by Submitted on Feb 24, 2010 from Terrie AndersonEver wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota? In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who ...
Views: 2261(3 votes) - Sales Legends Value Integrity - by Submitted on Feb 24, 2010 from Terrie AndersonEver wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota? In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who do ...
Views: 2178(2 votes) - Approved Short Sale Qualifications - by Submitted on Feb 22, 2010 from art leeThe most important activity when deciding to pursue a short sale deal is to determine whether or not the homeowners situation would qualify for a short sale approval. If this task is not done, you could be working on a “dog” deal that has no chance of closing, therefore wasting your precious ...
Views: 2800(23 votes) - Why Homeowners Need to Consider Short Sales - by Submitted on Feb 22, 2010 from art leeThere have been so many news articles about homeowners walking away from the financial obligation to their mortgage. In response, there has been a lot of opinions about how these homeowners are not taking an ethical stance and avoiding their responsibilities. The result will be billions of ...
Views: 1505(6 votes) - My Perception Is Your Reality - by Submitted on Mar 04, 2010 from Susan EnnsProspects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons. For example, why do people buy cotton swabs? ...
Views: 2180(2 votes) - Top Sales Management Advice: It’s Hard To Listen With Your Mouth Open - by Submitted on Feb 16, 2010 from Ralph BurnsThere’s a common misconception that sales managers must be good talkers. Its true that any leadership position requires superb communication skills in which you can clearly articulate your thoughts through the words you use and the way you communicate. But if you are always talking and never ...
Views: 1423(5 votes) - ***C-Level Sales Training Tip 16 – Conquer Executive Intimidation – Eliminate Sabotaging Self Doubt - by Submitted on Feb 12, 2010 from Sam ManferIntimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mean C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too ...
Views: 3790(4 votes) - People Need What I Got! - by Submitted on Feb 04, 2010 from Eric MulfordYou were put here on this earth for a purpose. You have chosen to fill that role as a Sales Professional. That's what you are a Sales Professional. You are the key to the American economy! You hold in your hand the power to change the world. Because nothing happens until a sale is made. Nothing. ...
Views: 1570(2 votes) - Maintain Long-Term Success As A Top Sales Manager By Offering Products And Services As Solutions, Not Commodities - by Submitted on Jan 30, 2010 from Ralph BurnsThe job of a top sales manager is a lot like old-school video gaming. The more you succeed, the deeper you get into the game, the harder the challenges get thrown your way. And the same is true for sustaining the revenue growth of a large company. Success breeds imitation. Look at it this ...
Views: 1035 - ***Create the Confidence Necessary to Win-Over C-Level Executives - by Submitted on Jan 29, 2010 from Sam ManferConfidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence. If you’re confident you ...
Views: 3268(6 votes) - How to Assume Yes When You’re Afraid of No - by Submitted on Jan 27, 2010 from Sherri GarrityI’ve had a revelation over the last few months. It became really clear to me after attending conferences this fall and meeting so many business owners. I realized it after hearing story after story from business owners how much they realized they need to be better at marketing. But I’ve yet ...
Views: 1010(4 votes) - Stop Cutting & Start Selling - by Submitted on Jan 27, 2010 from Robert WeeseThe National Post, Profit Magazine and Canadian Business Magazine to name a few all report that companies who continued to invest in sales and marketing during a recession acquired more customers and emerged in a stronger position than companies who decreased their marketing efforts. Let’s face ...
Views: 1050 - Get MAD for 21 Days To Improve Your Career - by Submitted on Jan 27, 2010 from Robert WeeseI am sure you have heard it said if you want to break a bad habit or make a change in your life you need to work on the new behavior or skill for a minimum of 21 days. Unfortunately, many people seem to think if they can quit smoking for 21 days they will never smoke again. The same goes for ...
Views: 1176(2 votes) - Start 2010 With A Sales K.I.S.S - by Submitted on Jan 27, 2010 from Robert WeeseBy most predictions 2010 is looking like a better year for business and the economy. Your company has probably cut expenses to the bone and there is no budget for sales training programs that don’t produce results. So why not start your New Year off on the right foot by setting goals and ...
Views: 1075 - Should I Promote My Top Gun To Sales Manager - by Submitted on Jan 26, 2010 from Robert WeeseMany companies continue to make a critical error when they are looking internally to promote someone to the role of sales manager. All too often they take their best sales person and try and make them the sales manager with disastrous results. Your best person is no longer selling, profits ...
Views: 1182 - ***C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives - by Submitted on Jan 22, 2010 from Sam ManferCredibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly. ...
Views: 3659(3 votes) - To Script Or Not To Script! - by Submitted on Feb 01, 2010 from Susan EnnsWhether it’s a prospecting approach, a fact find, or a presentation, there has always been plenty of disagreement among sales professionals as to whether what will be said should be scripted ahead of time. Those that say that every sales call should be scripted, regardless of its purpose, ...
Views: 1243 - Winning In The Big League – Sales Legends - by Submitted on Jan 20, 2010 from Terrie AndersonYou are a professional sales person, you generally reach on or about target, and life is good. Have you ever wondered just how some people become a sales legend? What secret do they have that is not common knowledge? Why do the same people win the competitions and make club year after year, ...
Views: 2467(1 vote) - The Importance Of The 80/20 Rule In Becoming A Top-Performing Sales Manager - by Submitted on Jan 20, 2010 from Ralph BurnsBeing a top sales manager means being above average, which translates to getting more done with less effort. That’s what distinguishes a top sales manager from a mediocre one. But how do YOU become a top sales manager? You apply the 80/20 rule. But first things first – what exactly is the ...
Views: 1149(3 votes) - Why Selling Is Better Than Sex - Part One - by Submitted on Jan 18, 2010 from Alen MayerThe world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is ...
Views: 1567(1 vote) - Tips to Profitably Restructure Your Sales Team - by Submitted on Jan 18, 2010 from Danita ByeTips to Profitably Restructure Your Sales Team The economic downturn is a reality; but with a focused sales approach, you have a unique opportunity to gain market share and remain profitable. These turbulent economic and market conditions are creating an ideal environment for business leaders ...
Views: 1678(1 vote) - How to Inoculate Your Sales Team Against the Excuse Virus - by Submitted on Jan 18, 2010 from Danita ByeHow to Inoculate Your Sales Team Against the Excuse Virus -And Treat Managers, Salespeople, and Even CEOs Who Are Already Infected These days, you can hardly open a newspaper, turn on the T.V., or read a magazine without seeing everyone’s new favorite four-letter word, H1N1. Not that I’m ...
Views: 1026(1 vote) - Tools for Motivating Your Sales Team - by Submitted on Jan 18, 2010 from Danita ByeTools for Motivating Your Sales Team How to Make Your Salespeople’s Goals Work for You What makes your salespeople get out of bed and come to work each morning? Is it the chance to realize your goals? Is it the opportunity to make your dreams come true? Not likely, but if you find ...
Views: 1304(1 vote) - Suggestions for Using PowerPoint Effectively – or Not at All - by Submitted on Jan 02, 2010 from Jim McCormickAs a professional presenter for over fourteen years, I’ve seen PowerPoint used well and poorly. Unfortunately, is seems to be used poorly more often that well. Here are some suggestions for making PowerPoint a positive part of your presentation. The secret to using PowerPoint successfully ...
Views: 2491(2 votes) - Five Intelligent Risks for Sales Professionals - by Submitted on Jan 02, 2010 from Jim McCormickAscending to a new level of performance in any endeavor is a matter of taking intelligent risks well. Sales is no exception. Having written a book on intelligent risk-taking called The Power of Risk and often speaking to sales professionals, I’m regularly asked by ambitious sale people what ...
Views: 2540(2 votes) - Use the 80/20 Rule to Boost Your Sales Performance - by Submitted on Dec 23, 2009 from Peggy McKee80% of you won’t agree with this. 20% will: 100% – 20% = Failure for a medical sales rep How can that be? If you are a field-based medical sales, laboratory sales, medical device sales, or pharmaceutical sales rep, don’t you always have more tasks to accomplish than time to do ...
Views: 3847(1 vote) - Motivate Your Salespeople Like Richard Branson - by Submitted on Dec 18, 2009 from Ralph BurnsRichard Branson, the eccentric founder of Virgin Airlines and multiple other businesses is the epitome of "unconventional" businessman. He does things HIS way, he does things the way he feels are right...and with a billion or so in the bank, he's been more right than wrong. How he lives and ...
Views: 1957(1 vote) - Why a Sales Manager Must Evoke "The Law of Reciprocity" - by Submitted on Dec 18, 2009 from Ralph BurnsFor our purposes, the Law of Reciprocity states: If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return. It is in essence: "you reap what you sow". This is an irrefutable law and one that you should teach your ...
Views: 1226(1 vote) - Why a Top Sales Manager Must Always "Tune Into the Right Frequency" - by Submitted on Dec 18, 2009 from Ralph BurnsIt's definitely clichéd, but I think this is one of the most critical elements to successful sales management and that is to make sure you are tuned into the right radio frequency with your salespeople. There's only one radio station that your sales executives like to listen to and that radio ...
Views: 1089(2 votes) - Setting the Bar Higher As a Top Sales Manager - by Submitted on Dec 18, 2009 from Ralph BurnsI just love the "corporate sales buzzwords" don't you? Some of my personal favorites: "We need to start thinking outside the box" "Let's take a deeper dive on that..." "We need to give it 110 percent!" "Let's create a win-win for the customer" "It's all about change management" "Let's ...
Views: 1415(1 vote) - Why Sales Managers Need to Make Regular Deposits in "The Trust Account" - by Submitted on Dec 18, 2009 from Ralph BurnsIn your bank account, you have an ATM card that only you have the PIN number to access the account funds. Every week, you make regular deposits and withdrawals into your account. Base salary deposits go in regularly through automatic deposit, while bonuses and commission checks go in ...
Views: 1083(1 vote) - ***C-Level Selling Tip 12 – Level to Level Selling Is a Myth - by Submitted on Dec 17, 2009 from Sam ManferCEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title ...
Views: 2721(5 votes) - Increase Your Sales: Stop Chasing Clients with a New Approach to Selling - by Submitted on Dec 09, 2009 from Marc WeinerLet's talk about the ways to generate revenue and increase sales. First, let's examine three traditional methods that most traditional salespeople use to generate revenue: * The first method to generate revenue is to simply respond to things like requests for proposals and requests for ...
Views: 852(2 votes) - ***Selling to C-Level Executives Sales Training Tip 11- Handling the Committees Obstacle - by Submitted on Dec 09, 2009 from Sam ManferYou hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final ...
Views: 2603(4 votes) - Fundraising Axioms for Nonprofits: Simplified - by Submitted on Nov 24, 2009 from Norman OlshanskyFundraising Axioms: Simplified 10 Basic Fundraising Axioms: Simplified Yes, science, technology and skill sets are necessary to be successful as a fundraiser for nonprofit organizations. However, there are also several very basic axioms which, if followed, will greatly increase your ...
Views: 2038(1 vote) - The 80/20 Rule Applied to the Sales Manager Role - by Submitted on Dec 19, 2009 from Peggy McKeeRest in peace Joseph Juran, inventor of the 80/20 rule. Your 80/20 rule saved many careers. How can that be? If you managed for any period of time and were an effective manager, you have used the 80/20 rule. Simply stated, the 80/20 rule says that 80% of your results will come from 20% ...
Views: 3406(3 votes)