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Articles in Database: 199
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Sales-Management Index


Read about Sales-Management on erreur404.info. We specialize in Sales-Management. As part of Sales-Management your website, you also need to be aware of all everything out there so we are provideing these articles for you as reference.

  1. The Hidden Competition: Avoiding the 2 Most Common Competitors By Debbie Jenkins
    There are really only two types of competitor:1. Obvious2. HiddenThe obvious competitors are, well, obvious! You'll probably know who they are. You might even meet up for a drink with them and bump into them at networking events. You'll have analysed their offerings and differentiated yours. You know these guys. In fact if you're a Lean MarketerTM you probably know them better than they know themselves!But what of these "hidden" competitors? Well, you know these too. They're: Mr Do Nothing and…


  2. Is Your Sales Trust Factor High Enough to Win Against the Competition? By Robert Reed
    How high is your sales trust factor?Is it higher than the sales trust factor of your competition?It should be, if you want to increase your success in sales.Your trust factor represents the level of trust that buyers have in you as a seller. In the buy/sell relationship, perception is the reality under which sellers operate, and trust is based on the buyer’s perception of you.You may be the most honest, trustworthy person in your field, but if buyers don’t perceive you to be trustworthy becaus…


  3. The Boss from Hell: Quick to Criticize, Slow to Praise By Nicki Weiss
    So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch.Jamie is a hard-working, cheery, full-of-ideas kind of manager. She leads two high-functioning teams who support each other very well. So why does Jamie come to work with a stomachache every day? Why does her staff often feel paralyzed? It’s because Jamie’s boss, VP of Client Services, finds fault every day with Jamie and her team members. He seems to go out of his way…


  4. Sales Recruiting - Why Performance-Based Recruiting Produces Top Sales Performers By Alan Rigg
    Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates have a minimum number of years of sales experience.When my customers' recruiting ads and job descriptions include these types of knockout factors, I like to have a l…


  5. The Art of Sales (And Tips On How To Manage Your Sales Team) By Stuart Ayling
    Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it.And it's not a job for the faint-hearted. Selling is a communication-rich activity, with lots of verbal and non-verbal clues to simultaneously recognise, understand and…


  6. Hiring--A Vital Key In Sales Management Success By Virden Thornton
    Recently, I was asked to spend some time on the telephone, coaching a client’s administrative assistant on how to check out an employment candidate’s references. After each in-person or telephone conference, I complete a brief written report going over the information discussed. The information that I gave this worker was so vital to the company’s overall sales management success that I felt impelled to share the report in my periodic client e-mailings, feeling that it might be of value to oth…


  7. Promoting Your Private Label at Industry Trade Shows By Bradley Johnson
    So everyone thought you were crazy when you announced 6 months ago that you were quitting your “real job” in hopes of chasing starting your own Private Label Clothing Line. Your house is a disaster, blank shirts and line sheets everywhere, your living room has been transformed into a makeshift production lab. You’ve bled and sweat, investing every last of ounce of time, effort and inevitably…your life savings. At last, you’re first sample line is complete and your line sheets are nothing short…


  8. A Coach's Handbook For Sales Managers By Nicki Weiss
    This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section “About the Author”.Quote of the month: "A leader is the relentless architect of the possibility that others can be." Benjamin Zander, Conductor of the Boston PhilharmonicSales organizations have access to more or less the same resources. They can draw from the same pool of salespeople in their niche or geographic area, and they can all learn the same sales or ma…


  9. Grow Any Small Business by Paying Attention to Critical Activities By Casey Sung
    Do you start your day at the workplace at full steam? When you get to your workplace do you have a dozen phone calls and emails to reply to? If you do, how many of those correspondences are business related that generate revenue? How many are new sales leads? Are most of your daily correspondences sales related or are they personal in nature? In other words, how much of your time is spent on critical core business activities?Before I go on, let me tell you about my self and where I'm coming…


  10. Raise Your Fees Overnight! By Kimberly Stevens
    Do you want to make more money?Yes, I guess that is a rhetorical question. Everybody wants to make more money, but oftentimes we are not willing to do what needs to be done in order to make it.For example, I’m not willing to work an 80-hour per week job to double my income. I have a husband and a 1 ½ year old son - I want to spend time with them. I want to take vacations and visit my parents on the weekends and host dinner parties for my friends.I am not willing to swindle little old ladies…


  11. The Product or the Sale By Nancy Fraser
    This is a quandary not unlike the chicken or the egg question, “Which comes first?”. Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?In the study of business start-ups there are a tremendous number of entrepreneurs who created, or found marvelous products and yet were unable to crack the marketplace. How many programs have you seen on TV that show…


  12. Snowflakes Improve Holiday Sales By Marilyn Pokorney
    Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes are the perfect touch. They lend an aura of a mystical winter wonderland to any room, house or office decor.You may ask "What has snowflakes got to do with internet marketing?"A free gift with every order gives you the competitive edge over your competitors.Everyone likes getting something for free. And what better time for gifts than Christmas time!Reward your customers with the enjoyment of a unique free gift…


  13. Sales Management – How to Define Your Company's Sales Job – Part 1 By Alan Rigg
    Wouldn't you agree that every sales job is unique? Aren't there significant differences in products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? Given these many differences, how can you accurately define the parameters that will produce success in your company's sales job?The questions asked in this article do not identify every possible factor you should consider as you analyze your company's sales position(s). However,…


  14. Sales Management – How to Define Your Company's Sales Job – Part 2 By Alan Rigg
    Here are seven additional factors to consider as you define the parameters that produce success in your company's sales job. If you are a salesperson, you can also benefit from considering these questions, as they can help you identify target prospects and further refine your sales approach.9. Administration Which sales job functions require attention to detail? (Examples include making accurate forecasts, providing timely updates to the corporate CRM system, analyzing customer records to det…


  15. Stop Drowning: Nine Strategies For Managing Your Priorities By Nicki Weiss
    I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager. Susan is also exhausted.Her day is packed with conflicting priorities, all demanding her time. She goes out on calls with her sales team, trying to motivate and develop them; she deals with endless phone calls and e-mails and interruptions; she fights fires; launches new products; participates in cross-functional team meetings; and mediates conflicts in schedules and resour…


  16. Sales Competence Isn't About Quota Performance! By Brian Lambert
    Compounding the problem are two myths regarding measures of competency in sales.Myth#1: Quota performance does not equate to sales competency – A salesperson’s quota is usually determined by management. More often than not, the quota is set as a way to attain a goal of an increased share price or its just pulled out of the air as a “nice-to-have-number” that is bigger than last year. It’s a rare organization that can articulate how a quota was set. It’s even rarer to find an organization t…


  17. Sacking Clients: Brand Power Wheel By Debbie Jenkins
    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.Well, now we're going to have a think about what might happen if you realise you have some of the desperate or curious people as your clients. Oh, the shame!One of the tools we use is called the Brand Power Wheel - not got one of these? Then you…


  18. Leadership - How To Turn The Vision Into A Reality By Gina Gardiner
    Be clear about where you are now. Audit your strengths and areas for developmentWhere do you want to be?What needs to be done to eliminate the gap between your dream and the reality?Prioritize – Look for quick wins, consider those things which will have maximum long term impact. Build solid foundations, think of sustainability!Set challenging but realistic targets. Aim high.Communicate the vision, and keep doing so. Ensure that all stake holders understand and subscribe to the vision.Who do…


  19. Increase Your Sales Accept Credit Cards, Part 2 By Sue And Chuck DeFiore
    In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. If your business is home-based or has been in operation for less than two years, you’re likely to face objections from the bank. If yours is a home-based or a brand-new company, be sure to meet with the banker to show your business plan, offer collateral and discuss your personal net worth. You are more likely to be able to overcome objections by being open and honest. Even if y…


  20. How to Make More Money Extending Credit By Michelle Dunn
    Easy, quick and painless. If your Credit policy is flowing smoothly, it is probably all of these.“Become the Squeaky Wheel,” a new book written by a leader in the debt collection industry, Michelle Dunn, explains that Credit policies are a must for any business. Her book will give you the tools you need to collect more money and prevent bad debt in the future.Some steps you can take to make your credit policy, Easy, quick and painless are:1. Make it easy for the customer to get credit with y…


  21. Train a Winning Sales Team: Rounding Third and Heading for Home By Sally Bacchetta
    Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Think of it as the triple play of sales training.DEMONSTRATEA seven-time All-Star shortstop, Boudreau was only the second manager to take the…


  22. How Important is a Credit Policy? By Michelle Dunn
    “Know your customers”. Every business owner knows how important it is to keep your customers happy and coming back for more.In “Become the Squeaky Wheel,” Michelle Dunn explains how a credit policy is relevant to their customers. “If they don’t know their customers and don’t make their policy and forms easy, fast and simple to understand, they could lose the customer, taking the sale with them and any word of mouth advertising,” explains Dunn.So what can business owners do to make their cred…


  23. How to Become an Event Planner By Randy Wilson
    Some of you may be wondering why learning How to Become a Party and Event Planner would be of interest to anyone. But, if have always dreamed of owning your own business and having the freedom that comes along with it, then you will definitely be interested in the event planning industry. Worldwide, the annual sales generated in the party, business, and event planning industry exceed $500 billion dollars (Source: International Special Events Society). Anyone entering into this industry has…


  24. The Achilles' Heel of Management Coaching By Chris Stowell
    While heading home at day’s end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time elevating her performance. If not, you feel that your only remaining alternatives are to give her a poor performance evaluation or demotion or may even fire her. You’re reluctant to do either of the first…


  25. All Small Businesses Need to Gather Community Intel By Lance Winslow
    How well do you know your community? As business owners it is essential that we know our communities intimately. Have you ever made the effort to learn more about your town; Do you even know where to look. Lets discuss some ways to gather intel for your community based marketing efforts.First you need to put on a fresh perspective. You need to think like a person who knows nothing about your town to be able to see it from a totally unbiased perspective. Think of yourself a scout. Here are some…






  26. Article Index: | 1| 2 | 3 | 4 | 5 | 6 | 7 | 8

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