Savvy Sales Managers Know Call Backs Don't Count!

Recently, you hired someone who seems to have all of the enthusiasm in the world. In tracking his performance you can’t help but notice that he has (1) Either no sales, yet; or (2) Very few sales; fewer than expected. You ask what’s up, and he replies that he has “A ton of call backs.” Well, because he’s so upbeat, you figure that he’s on track, and his optimism will be rewarded with a good number of sales, as he calls into his growing database of leads. But you’re probably being conned, says Dr. Gary S. Goodman, Fortune 1000 consultant, top speaker, and best-selling author of 12 books and more than 750 articles.

Why My Sales Manager is a Computer Program

The computer will replace a salesman’s best friend when it is programmed to perform the duties a salesperson doesn’t like to do. In my case, the program reminds me of every contact or communication I need to make and it makes many of them for me. If I forget to make a call or overlook one, it reminds me that I need to take action. When I used to do this with a paper method, it would take hours to perform what now takes minutes and I have more time for additional sales calls.

How To Conduct A Successful Performance Appraisal

Most organisations review the performance of their employees on a regular basis, usually annually. The term appraisal however, is disliked by many, conjuring up images of a superior passing judgement in a god like fashion. The answer must be to establish good relationships between both.

Don't Outsource Inside Sales

Insource it! There are lots of companies out there offering outsourced telesales and lead generation on a pay per lead basis. Indeed, our own experience in the past in having performed those sorts of services for clients shows that there’s a large demand for that service. A better way is to bring that function inside your company where you can more tightly manage and control it.

Underlying Keys to Motivation

Motivation starts with vision. In other words, people need to believe that they will succeed in what you are motivating them to do.

Stop Sabotaging Employee Performance

If you have a problem or challenge in your organization look up the ladder for the causes and down the ladder for the solutions. Most poor managers and executives reverse this process.

A Fresh Approach To Managing Your Most Important Accounts

Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a major account strategy works well it is extremely satisfying.

Major Account Management Is Not A Single Action

In Part Two of this four part series, I identify that Major Account Management is not a single act but a series of actions which link together to produce a powerful, professional and profitable result.

Story Selection

In selecting a story that is appropriate for any given circumstance, there are three fundamental questions you must ask yourself. First, does the story fit your audience? How does it support and underscore your main message? Second, is it a story you love, have lived or have learned from firsthand? These are key elements if you want your story to be as compelling as possible. Third, can your story be related in a way that your audience will not only appreciate it, but also identify with it and be able to relive it?

Sales Management for Bicycle Shops

Any owner of a bicycle sales shop will tell you that the number of customers who come into the store goes in spurts. Sometimes you may have very few customers in the store and other times you may have 10 or more customers barraging you lots of questions. Without an adequate salesforce be bicycle shop will lose sales and yet if you have too many salespeople on the floor then it looks intimidating for those people who are casually shopping for bicycles.

Sales Lead Management

Sales lead management is one of the key foundations of good sales. If you are a business owner, it is essential for you to have proper sales lead management tools in order to convert prospects into clients. Without some sort of sales lead management system, it will be very hard for you to keep track of follow-up calls, meetings and many other details relating to target clients.

Tough-Love Sales Management

Like transforming coal into diamonds, salespeople require pressure to become wealth producing. Either salespeople pressure themselves, or managers pressure them, or both. But left alone, like most things in nature, salespeople die on the vine, wither, and shrink from view.

Why Not Take The Sales Quiz To see How You Are Doing?

Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff with you. Please give me a call if you would like the answers to this quiz.

Business Process Consulting -- Five Simple Steps to Effective Management

Effective managers work with and through others. Having commonly agreed ways of dealing with business concerns, no matter which lens we are looking at that concern through, leads to the more effective resolution of business concerns and problems.

Sales Recruiting: Hire A Racehorse

Sales Recruiting is an important element in building a successful company. Without a solid sales team to spread the word and secure orders, companies are facing an uphill battle.