Pointless Targets

Setting salespeople activity targets says more about your failure than theirs...

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in place to protect franchise buyers from fraud from franchisors who might attempt to mislead them into purchasing a franchise. Part of the franchise rules are addressing required disclosure paperwork.

6 Steps to Avoid Losing Summer Sales

Avoid losing sales this summer by taking your business offline using these simple steps.

The Achilles' Heel of Management Coaching

In general, a management coaching meeting should take place only after an employee understands clearly what’s expected and has received feedback at least once that his or her performance is not what it could or should be.

Beyond the Golden Rule

Getting your message across is a matter of knowing how to connect with other people. On of the main secrets is going beyond the golden rule.

How To Become A Better Sales Manager

What are some of the biggest challenges new sales managers face -and how are they coping with them. What gets in the way of becoming an effective and respected sales leader within your company. That's the predicament and here are some ideas on how to deal with it.

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

Getting forecasts accurate is frequently a challenge for sales directors and managers. There are dangers in having a sales forecast which is too optimistice - and management need to know if the forecast shows problems ahead. Here we look at some ideas for improving this on-going challenge.

Management by Osmosis

Sales Managers are a critical part of any sales organization and by extension, the entire enterprise. Selecting the right manger and providing them with the tools and skills necessary to succeed are vital, and sadly too often mismanaged. Avoiding this costly error should be the most important mission for senior executives in a sales organization, it should be hands-on and practical, not passive and emotional.

Leadership - How To Turn The Vision Into A Reality

How are great leaders created? Why is that there is an international shortage of good leaders? Consider the elements which make for successful leaderhip, be honest with yourself - how does your leadership measure up?

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them.

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional pipeline and how sometimes you'll be approached by prospects who just don't fit with what you want to achieve? We looked at the different types of prospect - Desperate, Curious, and Inspired...

When It's DUH? Time at Trade Show - 3 Little Words Save the Day

Think you’re ready for the show? Maybe. But now you’re standing in the booth and it’s Duh? time. You can rattle off the features and benefits, but what does the person standing in front of you want to really know?

Do You Know How to Fire Up Your Sales Staff (When Money Isn't Everything)?

Money is the only thing that motivates a salesperson, right? Well, maybe it is time to give your sales staff a little more credit.

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

YIKES - There you are with great sales resistance, which you could overcome if you knew what to do. This fellow is asking for you to give up client info – and you don’t know what your client will say.

Increasing Business Through Distributors

You’re a small company with a good product. You are confident that the product can sell, but you don’t have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don’t have the staff resources to support those that purchase the product. How do you make your good idea and good product create success for you?