Sales Forecasting: A Few Tips To Make It Easier

Forecasting the future is something we all have to do as business owners.

How To Uncover Needs Or Wants Painlessly Using The JFA Funnel Technique

The key to uncovering client/customer needs or wants, lies in good questioning techniques. Questioning is a skill that requires much practice and concentration but once mastered serves you well - nobody ever raised an objection to buying something they either needed or wanted; you just have to discover what it is they really want or need!

How to Develop a Master-Planned Sales Plan

If you stepped back with me for a minute and took a bird's eye view of your sales plan, would it be considered a Master-Planned Sales Plan? Let's imagine that your original sales plan was to support 550 core customers. The strategy was to develop a community of customers that would increase your bank account and capitalize on the capabilities of your business.

How to Create A Vision For Sales Success

When you are finished with this exercise, you will have a clear vision of sales growth mapped out for your sales team. Giving them a copy of what you drew and tell them what to look for provides the direction they need.

Sales Management by the Numbers

Sales activity numbers are an important indicator of success and failure. The problem associated with calculating sales activity is that many salespeople and sales managers don’t keep track of the vital numbers to make the analysis.

The Poker Selling System

Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. This playing card system will work for you and increase your sales team's results!

Sales Management Tip #9; Do Not Let Your Sales People Act Like Children

As a sales manager for the company you need to make sure that your salespeople on your sales force do not act like children. Many people believe that children are the world

Why Do So Many Potentially Good Sales Managers Fail?

The single most common mistake that organisations make is promoting their number one salesperson into the role of sales manager, thereby depriving themselves in a single stroke of their best producer and hamstringing their sales force with an ineffective manager. The skills required for managing, mentoring and developing a sales team are totally different from those required for selling. As a result, it’s not uncommon to find newly promoted sales managers who regret having taken a management position and may even leave to get back into sales.

Positional Authority

Those who have authority based on the position they hold in the community have Positional Authority. This includes your boss, the U.S. President, or a police officer.

Does Your Sales Training Program Address Your Sales Performance Issues? Part 2

Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues

US Government Sales & Marketing

What's the difference between selling to the US Government and selling to the Commercial market? It's like night and day. Sales and Marketing to the government is truly the flip side of commercial activities. You really can’t believe how different these markets are - until you've actually come from one side - and tried to go over to the other. I emphasize, tried, because it usually doesn’t work out very well!

How To Develop A First Class Sales Team

For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent

Sales Managers: You'll Set More Appointments With Better Call Analysis

In this article, Dr. Gary S. Goodman, best-selling author and Fortune 1000 consultant, points out some of the lesser known but especially valuable things managers should track when their crews are prospecting for appointments and sales.

Sales Management: 5 Signs You Hired A Loser

Many managers are reluctant to confront the fact that they brought aboard someone who just doesn’t have what it takes to succeed. Instead of biting the bullet and dismissing them promptly, they hope for a turnaround. What is it that can tell us the person should be let go? Here are five signs that you hired a loser, says Dr. Gary S. Goodman, Fortune 1000 consultant, top speaker, and best-selling author of 12 books and more than 750 articles.

The Importance Of Up Selling And Cross Selling To Increase Margins

To increase the revenue and margins of an order by selling products and services at a higher price i.e. up-selling or by selling additional products and services i.e. cross selling, we must be able to prove to the customer that there is something in it for them. We must show them increased, i.e. added value.