Sales Management - What's Involved? Part 1

What any individual Sales Manager actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organisation of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if this position does not exist within their company.

The Formal Account Review

Obtaining continual feedback against a set of established criteria is vital if an organisation is to retain its existing top clients and seek to improve its standing and the quality of its service levels to them.

Grow the Value of your Business: Sack Half your Clients

Sometimes when I coach clients I get them to do actions they hate - one recent client wanted me to help him double his revenue. So he was quite clear about his goal but was not sure about creating a feasible action plan for achieving it.

Sales Performance Management

Sales management is an integral sub-system of marketing management. It translates the marketing plan into marketing performance. Sales management is hence described as the muscle behind marketing management. The sales manager in a modern organization holds a multitude of responsibilities. He has to plan, direct and control the personal selling effort of the firm. His task does not stop with the achievement of sales quotas. He is also responsible for bringing in the required profits. In addition, he is also responsible for creating the desired image for the company and its products. In fact, a modern sales manager has to do marketing rather than mere selling.

How to Double your Sales Appointments in Half the Time; Part 1

Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue there are only three ways to do it.

The Forward Thinking Sales Manager Begins with the End in Mind

If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking them one at a time, moving forward each step toward the sales close.

How to Double Your Sales Appointments in Half the Time - Part 3

There are 6 Major Sales Prospecting Errors that lead to low sales appointment success. In this article we will discuss the ramifications and remedies of the 1st three to set more 'Top-down' sales appointments in less time.

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

Career Tip #1: Act Like You Own the Place

Want a raise? Act like you own the place and get it!

Managing Leads: 3 Actions You Can Take While Waiting for IT to Deliver Your CRM Solution

Effective lead management is one of the benefits provided by major CRM solutions, but they are expensive and often take years to implement. Here are three actions you can take now to improve your own lead management while waiting for IT to deliver perfect CRM system.

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.

Influential Authority

Power is situational. In what situations do you have the most power? When do you have the least?

Top Sales Consultant Asks: Is It Time To Evaluate Your Compensation Plan?

I was discussing the compensation plan of a reasonably new company with its national sales director the other day, and for a very intelligent guy he sure sounded dumb.

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!