The Traits of Great Sales Leaders

The key to sales performance is the quality of an organization’s salespeople. That includes, and starts with, having a great sales leader. But, what makes a great sales leader? There isn’t a single extraordinary defining characteristic. But, there are common traits and practices.

Execs' Top Priorities This Year: Acquiring & Retaining Customers

Accenture recently published the results of their global study of Executive Priorities for 2004. Selling - acquiring new customers - is Priority 1, and Selling - Retaining Customers - is Priority #4. Selling is clearly a major concern among company executives.

Sales Force Follies: The Tribal Wisdom of Many Sales Forces

The tribal wisdom of the Dakota Indians, passed on from one generation to the next, says that when you discover you are riding a dead horse, the best strategy is to dismount. In many sales organizations, the heavy investment in existing sales practices makes dismounting unfeasible, and these creative strategies are adopted instead:

Success Tip #48 - Boost Your Business Batting Average by 20 to 50%

Learn how even one more client or one more sale could improve your business bottom line by 20 to 50%. A few more sales or a few more clients can make all the difference

Sales Management Myths: Entrepreneurial Salesperson

I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, free to develop the customers they chose with the products they wanted.

Sizzling Sales Contests Offer Three Prizes

According to best-selling author, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, the good news about conventional sales contests is that there is a big winner, and generally, that person is very, very happy. The bad news is that everyone else is a loser. Avoid this problem, by giving everybody three chances to win! .

Avoiding Merchant Account Disasters

Merchant accounts are an integral part of the puzzle when it comes to accepting credit card payments through your web site. But too many people set up their accounts without fully understanding how merchant accounts function. The result can be frustration and significant financial loss. Learn how to spot potential problems before they start.

Sales Success or Failure - Whose Fault Is It?

No matter what the size of your organization, its success is the product of a collective effort. Here are some ideas to help you pinpoint the areas which offer you the greatest opportunities for success.

Sales Management and CRM - Setting up the Central Memory

Sales management changed with the introduction of CRM. For both larger enterprises to the smaller companies the management of the central memory became an issue.

Prospecting -The Importance of Repetition

Repeatability is the key to success in so many things, why don't we use it for sales skills, especially Prospecting? You just need to know what to do and then do it.

Prospecting - Your Future is Dependent on Your Present

We have complete control of our future, we just don't take advantage of that situation often enought. You can have all the customers you want if you do what you need to do today.

Good Recruiting Practices Essential To Hiring Sales & Marketing Superstars

In order to find really top sales and marketing talent, whether it be VP, director level, marketing manager, sales manager, down to entry level telesales personnel, you're going to have to go into your competition and find those people and extract them and get them to work for your company.

Marketing by Prospecting

If you don't have a large marketing budget, then you must combine your marketing and prospecting skills. What if you had a system for using your marketing tools with your prospecting skills? You may just exponentially grow your business and have fun doing it! Marketing by Prospecting may just be that system.

Ball of String Sales Supervision

How many times have you hired a new sales person and because he or she was experienced and successful somewhere else, they understand how to be successful in your organization? Moreover, did you take for granted that the new salesperson understood what was expected of them on the very first day they began with you? And unfortunately sometime later discovered they do not have your company’s sales process, policies, procedures and prices well understood?

Sales Opportunity Management: The Key To A Sales Turnaround

Does your company need a sales turnaround? As we enter the new year, it's a great time for us to take a fresh look at our sales performance in our companies and take action to turn around those aspects that we're not satisfied with or which are lagging behind our expectations. Putting together a sales turnaround plan for your company can be done fairly quickly and fairly easily.