sales management
Profitable Relationships: Is It Amateur Hour or King of the Hill?
"We’re in the relationship business?…airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked,
Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you’re on a deserted island, you must [...]
14 Top Lead Generation Tactics
According to former Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms, but they may be dangerously wrong.
Often professional service firm principals tell me they are frustrated with the quality of their marketing materials, they are concerned with their firm’s low profile or they feel pressure because [...]
Is Sales Process & CRM Stopping Sales?
Standard metrics and KPI’s (Key Performance Indicators) are created usually between The Sales Director, The Financial Director and The Managing Director. These KPI’s tell the sales teams what they should be doing. For example, ‘Your pipeline should be at least three times of your annual sales target’; ‘Your conversion ratio of opportunities to closed orders [...]
The Hardest Job Of A Trade Show
You’ve heard this before: There were four people named Everybody, Somebody, Anybody and Nobody.
There was an important job to be done and Everybody was sure Somebody would do it. Anybody could have done it. Nobody did it. Somebody got angry because it was Everybody’s job. Everybody thought that Somebody would do it. But Nobody asked [...]
How to Beat the 80/20 Rule in Sales Performance — Part 1
Business executives and sales managers frequently bemoan “80/20″ performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results?
Certainly there are some sales skills that [...]
When Its DUH? Time at Trade Show – 3 Little Words Save the Day
TIME, MONEY, HASSLE – You can make a sale on one of the Three Little Words, but when you sell on two of the three, you’ll have a very loyal client.
You’ve have product training and sales training, you reviewed your company’s web site and literature, you understand the demonstrations, and the marketing ideas behind [...]
Train a Winning Sales Team: Rounding Third and Heading for Home
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 [...]
Poor Performance – Fix it by Coaching
Coaching is about finding out the cause of poor performanceor behaviour and discussing with the team member how to putit right.
The team member might respond immediately to coaching andimprove the situation. However the improvement wont alwaysbe permanent and you may have to do further coaching.
When I suggest this to some managers, they see it as [...]
Shorten Sales Cycles in Complex Sales Environments
Help buyers discover the answers they need to understand and align all of their decision variables.
In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities. The time it takes prospects to align all of their internal stars and planets for a buying decision [...]
Management by Osmosis
Sales managers are an interesting breed, effective sales managers are a rare breed. Managing a sales team is entirely different than managing other groups; their role requires them to have not only above average management skills, but also above average ability to manage the overall sales process. However, in many organizations, the weak [...]
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