CRM just got more complex. You were told by senior management that a wonderful new system would be installed that would help increase sales when in reality the complete opposite seems to have happened. We all know that process within any sales cycle is fundamental and therefore an essential part of today’s selling. How sure are you that you have got them right? Would you really be able to judge them effectively? Is your CRM system adding value? [Continue reading...]
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It’s becoming a known fact that buyers want a solution, not to solve a problem. So the sales community has learned the new lingo about helping buyers discover their solution. But they don’t use skills that will support this discovery, and continue to use problem-solving techniques (information push, product-focused) as a way to sell. [Continue reading...] The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs… [Continue reading...] You can increase the sales of your company by working with manufacturer’s reps or independent sales reps. This marketing strategy is great for small companies because you only pay your sales rep based on performance. Here are the basics. [Continue reading...] Sales development training to increase your sales skills is a great investment. But if you just learn sales skills, and don’t know how to put them into action, you won’t get the lifestyle changes you want. To make it work, and get results, sales training needs a plan that’s achievable, practical, and that has worked for others like you. [Continue reading...] The sluggish economy has had its toll, even on Google where it has recently reduced the size of its sales force. Other companies such as GlaxoSmithKline, Apple and Sun Microsytems have also reduced their sales forces. Re-sizing the sales force creates a cascading impact on the sales force and their customers. My experience shows that when this type of change occurs in the field, top line revenue and sales force morale are at risk because of the broken relationships between sales professionals and their customers. [Continue reading...] If you’re like most managers who arrange sales training for your Sales Team, you’re unlikely to report being “completely satisfied” with its worth. Find out what you can do about it! [Continue reading...] Sales Coaching is a relatively unknown art. This article gives every sales manager a set of proven tools they’ll be able to use to master the art of Sales Coaching . . . if they’ll only read, listen, and apply 7 simple secrets. [Continue reading...] Professional sports teams excel where business, education, government and science fail because professional sports teams invest in developing extraordinary coaches who develop extraordinary players. And there’s a nugget of truth that ought to excite even the most jaded sales manager . . . don’t you think? If an extraordinary coach in the NFL can develop extraordinary players, why can’t you? Read on…you’ll like what you learn. [Continue reading...] Sales is an operational area that confounds even the savviest executives from time to time. Determining when it is appropriate to call for reinforcement and when a simple adjustment to a vulnerable area will do can mean the difference between achieving results desired and a vicious cycle of one-time starts. [Continue reading...] |
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