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Management / Leadership
Are Your Salespeople Squandering Sales Leads?
If you display at trade shows you may be wasting your time and money. Actually, you may not be wasting it, but your salespeople might be. How? By ignoring potential sales opportunities. Find out what you can do about it. Read more... How Do You Know If You Need a Sales Manager
How do you know when your company is ready for a dedicated sales manager? And how do you know when someone is ready to become a sales manager? Two important questions that have a real impact on your bottom line. Here are some answers for you. Read more... Coping With Sales Management Overload
I don't know many sales managers who are not operating in perpetual overload. It seems to come with the territory, which is why many salespeople who move into sales management often go back into sales again. There are somethings we can do about it however. Read more... The Cost of a Sales Call
If salespeople realized the real cost of making a sales call they might be more careful about how they spend their time and who they spend it with. It just doesn't make sense to make a $200 sales call to sell a $100 item does it? Yet, that's the kind of thing that's going on day after day. Are your people guilty? Read more... SWOT the Competition
Understanding your competitor's strengths and weaknesses allows you to develop a strong differential competitive advantage (DCA) statement that can be used to differentiate yourself from your competition. Read more... Managing Nomads
I've often felt that many salespeople are like leaves blowing in the wind in that they seem to wander off in whatever direction is convenient at the time. When they leave their homes in the morning, the wind takes then off in whatever direction it happens to be blowing. Harnessing these people can be a challenge. Read more... Monitoring Sales Activities
Salespeople can be as active as busy beavers and still not make sales. That's because they're busy doing the wrong things. How do you know what they're up to if you don't have some way to check up from time to time? Well, here an idea for you. Read more... The Myth of Team Selling
Team selling is an oxymoron—like government assistance. It exists in concept only. The reality is that, like government assistance, the intentions are noble but the execution is difficult, if not impossible. Read more... Dealing With High-Maintenance Salespeople
When you find your job as sales manager and coach turning into one of simply a shoulder to cry upon, it's time to change the rules. Read more... Are Your Salespeople Spinning Their Wheels?
Something as simple as having your people determine their closing ratios may be just the thing they need to give them the traction to stop them from spinning their sales wheels. Read more... The Five Deadly Sins of Sales Management
There are probably more than five deadly sins of sales management, but here are the ones that are the most deadly and the ones that I see committed most often as I do my sales management consulting. How many are you guilty of? Read more... Truth and Consequences
What message do we send our people when there is no consequence for non-performance? I'm not just referring to missing sales targets; I'm referring to things like your salespeople try to get away with. Read more... Me Inc.
The best salespeople know that they are running a small business within a business. As a sole proprietorship, you might call it "Me Inc." Or they may be running a partnership in which case it's called, "Me, Myself, & I Associates." Read more... Are You in Danger of Losing Your Salespeople?
Some salespeople are like talented migrant workers who move from job to job to wherever the crops are easy picking. Here's some ideas on how to keep them picking your crop. Read more...
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