Is Your Credit Policy Working?

If you don’t have a credit policy, everyone will want to buy from you. This can result in unpaid and past due invoices on your books.

Kiss the T.O.A.D. for Sales Effectiveness

There is a fairy tale told about the Princess who kisses a FROG. An ugly FROG. In fact, it was so ugly, most people believe it was really a TOAD. The fairy tale explains that once the Princess kisses the TOAD he turns into a Prince because her kiss breaks the spell of an evil witch. So, what does kissing the toad have to do with Sales Effectiveness? Kissing the T.O.A.D. is the cornerstone to improved sales effectiveness because T.O.A.D. stands for: Territory Opportunity Action-planning Discussion This is a discussion that must occur monthly and focuses on targeted account growth and territory success.

Rx for Sales Effectiveness ----- The Purple Pill

If you could give your sales force a “Purple Pill” that would boost their effectiveness by 25% or more, would you do it? No prizes for guessing how a typical sales manager would answer this question! Sales professionals are high-energy, fast-thinking, opportunistic people. If they are good, they often shoot from the hip and take calculated risks. They can be called mavericks and that’s a good thing. It takes a little “maverick” in the blood to be effective in the world of professional sales.

Lead Management Software

Efficient lead management is the cornerstone to good sales. Without it, keeping track of follow-up calls, meetings, and details relating to prospective clients can be nearly impossible. With proper lead management tools, all the information you will ever need will be at your finger tips.

Just What is a Broker?

In most circumstances a broker is a third party to an agreement to purchase a commodity, the item being bought and sold is neither owned nor controlled by the broker who simply acts as an intermediary and is normally paid on completion of an agreement.

The Cry Baby Sales Person ----- What Should We Do?

How do we deal with a sales person that doesn't know when to shut up? Is performance just about the numbers? Is he a member of the lucky territory club. Read on for some advice on how to deal with this type of situation.

Kids Shopping Cart Cars

Certainly by now you have seen those new ultra-long SUV type shopping carts, where the kids sit in the plastic car in front and pretend to steer down the isles? They are excellent for Store Managers as it keeps kids from pulling items off the shelves.

What if There Were No Sales Managers?

Every one knows that sales people are very personable types. They Relationship builders, they people people and some say that they have the gift to gab. With all these attributes and many more they seem to be quite lacking in the organizational paperwork arena.

Converting Your Website Leads to Sales

Learn how to convert your website leads to paying customers.

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.

Are You Worth Another $100,000 per Year?

Equation Research recently published data indicating that the difference in income between Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Where do you fit in?

Selling and Managing National, Global, and Major Accounts: It's Probably Easier Than You Think!

Over the years, I've observed a couple of things about salespeople and managers charged with penetrating and managing Major Accounts. They experience additional pressures, reflective of the higher sales quotas and dollar volumes expected of them. They also mistakenly believe that distinct selling strategies are required to sell into key accounts. All of the principles of High Probability®Selling are completely compatible with Major Accounts Selling.

5 Training Tips for Sales Managers

How do you get your sales team solidly behind your telephone sales campaign and telephone sales goals?

Looking Inside of Your New Business

Starting a home business is like putting together a jigsaw puzzle. You're facing a pile of scattered pieces and it may be a little uncertain where to begin.

Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!

By having a production based organization, you will be able to facilitate sales meetings that will keep EVERY member motivated to contribute to the team! Giving each member the chance to own their individual goals and brainstorm ideas will give them the drive and desire to do just what you hired them to do—produce sales!