The Science of Telephone Sales Management

I’m in the middle of building a new sales management seminar and I’m breaking out a separate unit on the differences between general sales management and the management of telephone sales. And there are some crucial distinctions, though I just want to touch on one, here. Telephone selling can be, and because it can be, it should and must be, SCIENTIFIC, says Dr. Gary S. Goodman, top speaker and trainer, best-selliing author of 12 books, including YOU CAN SELL ANYTHING BY TELEPHONE and REACH OUT & SELL SOMEONE, and Fortune 1000 consultant.

Sales Training Programmes Rarely Provide A Proper Return On Investment

In my opinion, hundreds of millions of pounds world-wide are wasted every year on irrelevant, unnecessary or inappropriate sales skills development and there are four obvious reasons.

It Is Not Done Yet!

6 Steps to getting delegation buy-in.

Managing Sales at a Wholesale Diamond Retailer

Many people love to get a good deal and those who wish to buy diamonds are no different. In fact many Diamond Retailers, will put the words wholesale diamonds on their signs simply to attract those wishing to get a good deal. This of course does not guarantee that the diamonds are a super good deal at all, but it gets people in the door and perhaps they have some very good discounting there as well?

It's Not Too Early To Start Thinking About 2007

Getting a fast start out of the box in January is one of the best ways to ensure a successful sales year. Many salespeople get lulled into the holiday spirit (and there is nothing wrong with that), but tend to get a slow beginning after January 1st.

How To Keep Your Best Employees

Have you lost any good employee talent recently? Was it necessary to lose them? Why did they leave, was it for a better opportunity or because your organization needs a serious look at the way it treats is most valuable asset, it's people.

When You are Thirsty is Not the Time to Dig a Well

How often do you spend time developing new ideas? What is the source? They are all around you if you will look...

Do You Talk Too Much?

One of the biggest mistakes poor salespeople make is THEY TALK TOO MUCH. The second is: THEY GIVE INFORMATION BEFORE THEY GET IT.

Successful Sales Managers Are Great Influencers

Great influencers manage to get other people to go along with their ideas whilst maintaining the relationship. If people feel manipulated, relationships will be damaged. It is important to understand the different strategies available to you and to plan your approach.

Understanding The Different Influencing Styles

The way in which you behave as a manager and the approach you take will have a marked effect on your ultimate success or failure. Having a range of approaches and styles of behaviour gives you more flexibility. It increases your options – and your chance of success.

PRM 101 - The Basics of Partner Relationship Management

PRM, or Partner Relationship Management, can be defined as a business strategy, internet system, or software program aimed at improving communications between businesses and their channel partners.

Video Shop for Sales Success

Learn how video/audio mystery shopping can accelerate sales performance!

Take Time to Manage Your Time

Time is all you have. Manage it and don't let it manage you.

How To Conduct Meaningful Meetings

Too many meetings, too little time. When the true cost of holding just one meeting is accurately calculated, it should provide sufficient motivation for us to want to ensure that all of our meetings are meaningful, necessary and can be justified.

Is Anyone Really Managing Sales in Your Organization?

If you are looking for an effective system to manage your salespeople, this article is just what the doctor ordered.