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Wednesday, 31 October 2012
Tuesday, 30 October 2012
Monday, 29 October 2012
Saturday, 27 October 2012
Friday, 26 October 2012
Tuesday, 23 October 2012
Sales Manager Skills: The Number 1 Skill All Successful Sales Managers Have
Sales manager skills are a given in any high performing sales manager. You know the ones we are talking about? Hiring, firing, performance management, sales coaching, business planning, motivating a sales team to name just a few. None of these will be delivered though if your sales managers are unable to do this one key skill. What is it? Communicate.In this particular article we will cover the powerful aspect of nonverbal communication which is an important first step to improving your communication skills.I know this is logical and yet most...
Monday, 22 October 2012
How to Know If You Are a Reactive Sales Manager
When I was recently coaching a group of sales managers in preparation for a sales force transformation, they quickly advised me they did not have the time to do any more than they were already doing. The demands on their time were far exceeding the usual working day and week.They were an industrial products sales force with a wide geographical area to cover. The products were complex and a mainstay for many manufacturing organizations. It was a good business for many years but had stagnated for the past two or three years. The sales managers were...
Sunday, 21 October 2012
Key Factors That Make People Buy
In today's competitive market, the ability of businesses to sell effectively often determines the successful growth of a business. If a business is generating large quantities of great leads, but cannot convert these into sales, that business will struggle. So before we start looking at the key factors that make people buy, let's firstly get a clear understanding of what sales is.In any sales process, a minimum of two people are involved, one selling and one looking to buy a product or service. Sounds simple, doesn't it, but let's dig a little...
Saturday, 20 October 2012
The Olive Oil Shop
This final stop has some important leadership lessons for your business.And before I start, in all fairness, I will point out that this particular Charleston store had just opened its doors a mere two days before we stopped in to visit. Not that this excuses anything I'll share with you, but it helps explain part of it.The store is just what the name suggests: a relatively small shop with about two dozen large metal containers of olive oil, balsamic vinegar, and specialty items like white and black truffle oil.There are also some other food...
Friday, 19 October 2012
Management - Skills Needed For Managing People
In order to achieve the success that you want to reach it is vital to follow a strict time management schedule. This will allow you to manage your time as effectively and efficiently as possible.The first step is to follow a written plan such as a daily or weekly plan matching it with your monthly or quarterly plan as this sets realistic goals for each day. Review the plan the night before as you will be fully prepared for what lies ahead.What is found generally is that, following the Pareto's rule 80% of unfocused effort generates 20% of results...
Coaching A Sales Professional on Time Management
Sales isn't an easy line of work to master - it takes a resilient person, with a lot of patience, confidence and tenacity to make it in sales. So, if you're a coach, how would you coach someone who's hoping to become a sales guru?This is where your capabilities as a coach are put to the test. How do you plan to pull every last bit of potential out of someone who's just starting in sales? Well, I am going to walk you through the first 7 steps to this process. These won't cover every detail, but they'll get you started. These steps will help you...
Thursday, 18 October 2012
How to Impact a Sales Team
A strong sales team is the backbone of every successful business. A company cannot stay competitive or generate revenue if they do not have strong leaders in place. Every individual in a company has their role and must be good at it. The CEO must be able to see at least five years out and make the appropriate changes needed to thrive in an ever-changing market. The sales manager must have the proper tools and resources to be able to lead a successful team. They must be knowledgeable in their industry, know everything about their products and be...
Wednesday, 17 October 2012
How to Optimize Outbound Sales Effectiveness
Most sales professionals apply some kind of outbound sales strategy to generate leads. Since it is such an important area it makes sense to invest time, energy and money in driving improvement in this area in order to capture quality leads. There are quite a number of techniques and tactics that can be used to perform outbound prospecting- ways that would help you filter through all your leads and find the ones that are sales ready.Outbound sales conducted through cold calling Making cold calls is important when it comes to soliciting business...
Tuesday, 16 October 2012
The 'Rules of the Game'
I love playing the game 'Monopoly™'. I also love playing 'Scrabble™'. In fact there just is nothing quite like the rush you can get from making just the right move at the right time!Even if the 'game' is make believe and there are no tangible successes achieved (other than the adrenaline rush and the surge of serotonin) there is nothing quite as satisfying to me as getting Park Place and Boardwalk and putting up houses and then hotels!And I can savor for months that eight letter word that used up all my tiles and gave me a fifty point bonus -...
Monday, 15 October 2012
The Sales Call: Cold Calling Fear and the Best Solution Ever!
If cold calling is part of achieving success in your career then it makes sense to master this skill. If you hate to cold call, or have a severe case of call reluctance, you're in good company. Strong sales strategies that incorporate sales calls are not going to deliver positive results if no one wants to make the necessary calls!First of all, there's nothing wrong with you if you hate to cold call. Second, the anxiety that surrounds a fear of calling has so many potential underlying causes, deciding where to begin to help one eliminate this...
Sunday, 14 October 2012
15 Ways to Acknowledge Your Sales Management Team's Efforts
You may think that you have the best sales management team around. But do they know how you feel? Finding little ways to acknowledge your employees' performance can go a long way to decreasing turnover and increasing the success of your organization.1. Create a bulletin board in a highly visible place, e.g., the board room where your sales team meets, the staff room or kitchen, where you can post positive customer testimonials.2. Ask the star members of your sales group to provide junior team members with sales training. It will show them that...
Sales Objection - We Had a Bad Experience With Your Company
Hopefully, you'll never hear these words. But sometimes bad things happen to good companies. Amazingly, if you can turn this type of prospect around, they will be your most loyal customer.Buying your product is something your customer just wants to get through and then for the most part, forget about. They do not need to or want to worry; "Is my order coming on time?", "Has my sales rep scheduled our installation?", "Have you fixed the problems in your product?" As Jack Welch says in his book, Jack, "It's messy in the kitchen." Sometimes the problems...
Saturday, 13 October 2012
6 Best Tools to Use in Ecommerce Websites
Managing an ecommerce website can be a little hard if you do not have the right set of tools to use to check website errors, crawlability to search engines, traffic quality and quantity, and as well as management of individual web pages.Google AnalyticsAre you interested to know about web traffic quality and quantity? Are you interested as how your visitors browse the pages of your website? Signup for a Google Analytics account to check on the quantity of visitors you have from search engines, referring traffic from other websites, and also direct...
Friday, 12 October 2012
How Tuned Are You to Your Top Talent?
You hire Joe into a new role. It is a new position sponsored by the management to enter a hitherto new business segment. Joe is excited to take up the challenge. He believes he has the abilities to be successful in the role. Thanks to his sterling performance record over the last 5 years, the Vice President of the business has hand-picked him out of his current role to bootstrap this business. He has spent time in the market and possesses strong customer relationships. In transferring into this team, Joe believes his experience profile will be...
Thursday, 11 October 2012
Outsourcing Lead Generation Services for Better Results
Market researches show that companies implementing outsourced B2B lead generation plans have greater chances of capturing quality leads than those using in-house services.Using outsourced lead generation services means entrusting a vendor company with the responsibility of delivering quality leads that actually convert into lucrative sales. So naturally this means that outsourcing is results in greater conversion rate and improved business sales figures.Efficient client profiling is integral to lead generation servicesThe service vendors apply...
Wednesday, 10 October 2012
Discover Why Small Business Search Engine Optimization Marketing Works
Wednesday, October 10, 2012
Business, Discover, Engine, Marketing, Optimization, Search, Small, Works
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Small business search engine optimization marketing on the local level is necessary in today's competitive market. As a small business, placing a simple sign in the window of your business, or a sidewalk sign just doesn't cut it anymore. I owned a small business myself on Long Island years ago, my idea of advertising was marketing in the local town newspaper. Sometimes inserting a coupon to advertise a sale product, depending on how many coupons I collected indicated the success of the marketing campaign. I never even had a website.Years ago it...
Tuesday, 9 October 2012
Sales Management - How Good Are Your Motivation Skills?
Our fellow human beings are the most delicate, fascinating, unpredictable factors we encounter in business.They are also the most important means and anything you can do to improve your management skills is a giant step towards success.Treat them like peopleHarness their desiresTeach them howCriticise constructivelyPat them on the backThe person who is immune to the power of a sincere compliment has yet to be born, but make sure it is true and well placed. There is something praiseworthy about everybody; it is limited only by your knowledge of...
Monday, 8 October 2012
5 Fallacies of Sales Management
Sales management can be as simple or complicated as you want it to be. Over the years, I have seen both management styles succeed. Since there is a significant variance in the way in which sales managers operate, it stands to reason that there are misconceptions both by observers and managers themselves. I would like to list the 5 fallacies of sales management that tend to surfaces often in the workplace:Must be the best sales person in the group. How often have you heard this? How often have you seen this implemented? Many times! Well, this concept...
How to Direct Financial Narrative
One of the responsibilities of a business owner is to understand his business financials. You can gain control over your financial story by being the author of your financial narrative. You can do so much more if you have a comprehensive knowledge of your business. You can direct your staff to better manage your book and on how you wish to have your taxes done to meet your objectives. Your bookkeeper is your scribe and your accountant is your editor but you are responsible for the financial story of your business.In order for any business owner...
Sunday, 7 October 2012
Engaging Your People in a Sales Quest
Does your organization have a sales quest? If the answer is no, consider the idea. You might be surprised at what happens when your entire sales team agrees to pursue a dream, to make the dream a reality.In the olden days, a quest was personal. You know what I mean. The knight rode off into the sunset on a white horse because he achieved his dream. In the modern world, a quest is a journey where a group of people agrees to pursue something by performing in certain way, resulting in the achievement of an exciting and rewarding outcome that benefits...
Saturday, 6 October 2012
How To Grow Your Recruitment Agency: The 2 Things You Must Focus On
How to grow a recruitment agency is a common question when a group of recruitment business owners get together. The industry is filled with many high performing recruiters who decided to try their hand at running there own recruitment company only to find that they are now stuck. Everything is going OK and yet the growth and profits are not happening exactly as they wanted. This is usually because of a lack of attention to two key and vital things.People and process. As any company reaches a critical mass attention must turn to these key areas.PeopleThe...
Friday, 5 October 2012
Fundamental Changes In Selling And The Way In Which The Modern Sales Person Operates
Friday, October 05, 2012
Changes, Fundamental, Modern, Operates, Person, Sales, Selling, Which
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Over the years businesses have been bombarded by numerous strategic models and management approaches. Just a few examples of such strategies that can be found on various management training programmes include: downsizing, relationship advertising and marketing, empowerment, total quality management, re-engineering and benchmarking. All these ideas have produced adjustments within our businesses and in also in those of our customers and so have also left a deep impact in the field of selling.Perhaps one of the most significant changes is that,...
Thursday, 4 October 2012
Building Productive Sales Channel Partnerships
A sales executive told me about the problems that his organization was having with making their channel partner strategy work. The list was long. I asked him, "Then why in the world do you have a partner program?" His response: "Because there is no other reasonable option."Channel partner strategies are put in place for a number of reasons, including:Provide access to new markets and customersLower the cost of salesOffer a richer, more competitive solution to the customerReduce riskYour aspiration is that, in total, your joint partner proposition...
Wednesday, 3 October 2012
Goal Setting in the Workplace
A strategy for achievementThe starting point of all achievement is desireWhat do you want?Decide what you want - goal - objective - needEstablish what you want - think in terms of your family - personallyDefine winning for you and develop goals that if achieved will win for youWhat will it take to achieve the goals, objectives or needs - be prepared to pay the priceWhere am I and why? - AnalysisLook at historical data - last year etcEngage in analysis - what effort did I make - was the plan properly thought out etcDevelop a plan (CSP = Comprehensive...
Tuesday, 2 October 2012
The Difficulties of Managing a Sales Team
Most sales managers would agree that "managing a sales team is harder than herding cats". The individualism common in the stereotypical examples of sales and domesticated cats makes the metaphor work rather well!So that's the problem, now what do we do about it?First we need to identify the qualities that make a great sales person:Independent (will do things their way)Individualistic (their way doesn't involve you monitoring everything they do)Self-starter (they set their own priorities)Great questioners (they will question everything you try...