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Do you know what one of the best kept secrets is in public speaking? It has nothing to do with your material but is vital in your delivery. All the great speakers do it while many novices do not. It is easy to do and natural. In fact, you do it in normal conversation with your family, ... Views: 2447
Most sales people know enough to ask questions. And every sales person has heard a thousand times to listen more than they speak. However, most sales people interrogate rather than interview. The difference is; interrogating is about the sales person, and interviewing is about the prospect or ... Views: 2023
To be a good salesperson or marketer, you will need to master different sales negotiation skills. These skills serve as your weapons against other negotiators and difficult customers. You’ll need them to land today’s sales and ensure future ones as well.
As long as you have good sales ... Views: 2462
Yes, the economy is lagging and budgets are cut. Yes, we have competition. Yes, clients are postponing buying decisions.
So what?
If you focus on building relationships and implement the sales strategies I reveal here, you'll be able to close more deals and get more sales now. People ... Views: 853
It's always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have stories about new customers who have "fallen into our lap" and bought quickly. For some reason, we ... Views: 691
Oh, the joy of humming along with those great songs, the hits, wonderfully re-mastered instrumental versions, especially the electronic tonal beats that play over and over through the filtered telephone interface as we wait for the service attendant to finally click on and tell us the ... Views: 1235
5 Marketing Tips To Consider For The Real DM
Do you know who really makes the final decision to purchase your products or services? It is often not the person that you are led to believe is the buyer. Many sales people are even told by the buyer that it is their decision, but like a banker, ... Views: 1099
Do you dread public speaking? Do you avoid situations where you might have to stand up in front of others? You are not alone. Research once found that people feared public speaking even more than death!
If like many people, you are filled with apprehension about presenting to groups, you can ... Views: 3750
We’ve all sat through God-awful boring sales meetings right?
Not exactly a good time, as I’m sure you’d agree…
Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting?
“Positively absurd” you say!
Well, if you are one of the ... Views: 1677
The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales ... Views: 1688
Fundraising Axioms: Simplified
10 Basic Fundraising Axioms: Simplified
Yes, science, technology and skill sets are necessary to be successful as a fundraiser for nonprofit organizations. However, there are also several very basic axioms which, if followed, will greatly increase your ... Views: 1648
How frustrating, here you are managing a team of people and yet you are still being held back from achieving your goals. On management training courses all over the country trainers are asked 'how can I deal with poor performance?'
Well the truth is it is not all that difficult, probably the ... Views: 1754
I’ve had a revelation over the last few months. It became really clear to me after attending conferences this fall and meeting so many business owners.
I realized it after hearing story after story from business owners how much they realized they need to be better at marketing. But I’ve yet ... Views: 752
First things first. As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment.
Say this in a group setting at first (at your first sales meeting to establish ... Views: 1579
How to Inoculate Your Sales Team Against the Excuse Virus
-And Treat Managers, Salespeople, and Even CEOs Who Are Already Infected
These days, you can hardly open a newspaper, turn on the T.V., or read a magazine without seeing everyone’s new favorite four-letter word, H1N1. Not that I’m ... Views: 827
Many business development professionals have a difficult time transitioning to a sales management role for an abundance of reasons ranging from waiting for too long for a promotion at their current position to not growing themselves enough for a company to give them a shot at running a sales ... Views: 827
- Proper Delegation, Remember That Sales Teams Will Fight Internally
Due to inept management, many sales employees (along with the company's bottom line) suffer from inappropriate delegation of accounts and / or territories.
This failure to designate could happen for a number of ... Views: 990
Let's talk about the ways to generate revenue and increase sales.
First, let's examine three traditional methods that most traditional salespeople use to generate revenue:
* The first method to generate revenue is to simply respond to things like requests for proposals and requests for ... Views: 660
Many times we have habits, techniques, skills, and processes that bring results, but we fail to capture them and put them in our respective repertoire to use when needed. We forget they are valuable, or just plain don't see it until it's brought to our attention. As we continue to move forward ... Views: 1675
“an aggregate of functions involved in moving goods from producer to consumer” – Webster’s Dictionary, definition of “marketing”
“to give up property to another for money or other valuable consideration”
Webster’s Dictionary, definition of “selling”
Many new entrepreneurs do not ... Views: 1544
When it comes to channel partner communications, a PRM Portal becomes incredibly important. Lack of communication between sales executive and marketing executives is a common complaint from many managers. Despite this many fail to recognize that their bad channel management could be the reason ... Views: 1065
In today's marketplace, offering discounts seems to be the number one technique people are using to try and get business. Management has bought into the age-old argument that the only reason their salespeople can't sell more is because their price is too high. It's time to put this to rest. ... Views: 653
Prior to developing channel communications strategies, it is crucial to pay special heed to the existing standard operating procedures for proper channel management and designing effective channel procedures. What is more important is to figure out the right partner portal that can be used in ... Views: 765
Joint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak.
The problem most sales managers have when doing joint field work is ... Views: 4408
Sometimes, hiring medical sales reps feels like a roll of the dice. You hope you get a winner, but you’re never sure you will.
In an article called “Stop Hiring Poor-Performing Salespeople,” Brian Jeffrey wrote about 3 specific pitfalls of hiring sales reps you should look out for, and ... Views: 1813
90% of what it takes to be a good sales person is your mindset. Yes, I know this is a strong statement. Even if you have the skills and all the moves, you won’t be successful if you have a terrible attitude – no one will want to buy from you!
The sales person who wants it the most is the one ... Views: 913
You can lead a horse to water, but you can’t make him drink. . .
Try salting the oats!
~ Anonymous
Selling is often more than convincing someone to buy your product or service, but to also change what they already have or what they are doing now. Some customers are already interested in ... Views: 798
Rest in peace Joseph Juran, inventor of the 80/20 rule.
Your 80/20 rule saved many careers.
How can that be?
If you managed for any period of time and were an effective manager, you have used the 80/20 rule.
Simply stated, the 80/20 rule says that 80% of your results will come from 20% ... Views: 3002
“The only difference between salad and garbage is timing!” At least that’s what I’ve been focusing on recently, especially for businesses that are time sensitive. Some chiropractors have this problem, so do lawyers, but my thought is when you’re in a service business, timing is EVERYTHING. If ... Views: 1229
One of the key questions asked on any management training course is ‘how do I motivate my staff? All too often managers feel that the only way to motivate staff is through money, nothing can be further from the truth.
Using effective feedback skills will definitely help to motivate your staff ... Views: 1075
Tips to Profitably Restructure Your Sales Team
The economic downturn is a reality; but with a focused sales approach, you have a unique opportunity to gain market share and remain profitable. These turbulent economic and market conditions are creating an ideal environment for business leaders ... Views: 1437
Tools for Motivating Your Sales Team
How to Make Your Salespeople’s Goals Work for You
What makes your salespeople get out of bed and come to work each morning? Is it the chance to realize your goals? Is it the opportunity to make your dreams come true?
Not likely, but if you find ... Views: 983
80% of you won’t agree with this. 20% will:
100% – 20% = Failure for a medical sales rep
How can that be?
If you are a field-based medical sales, laboratory sales, medical device sales, or pharmaceutical sales rep, don’t you always have more tasks to accomplish than time to do ... Views: 3397
I had a recent situation where I wasn’t able to meet a commitment to my customers. It wasn’t my fault—a delayed plane flight because of weather meant I missed a telephone-based training event that I was paid to deliver. Yet it was my responsibility because I agreed to deliver the class and knew ... Views: 3269
My first sales manager, a grizzled old veteran with a no excuses allowed attitude used to tell me, “there are no lousy products, just lousy salesmen”.
As a rookie salesman I thought the comment surely a strange one. Of course, there are bad products I thought. I know a bad product when I see ... Views: 1309
The world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun.
Some people might like to argue that selling is ... Views: 1127
What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow?
To answer that, you must first define what exactly a prospect is. There are four common characteristics that all companies share in order to be described as a ... Views: 1843
Take those steps to successful sales
Imagine you could avoid reluctance and avoid rejection on your sales calls. Now who would not like that? To be a professional sales representative you need to go through a process of steps. In sales training courses it is said that if you do not go ... Views: 837
“I’m swamped right now”
“I’m way too busy to do that”
“I’ll need to call you back, I’m way behind right now”…
Does this sound like you?
If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, ... Views: 1704
It's definitely clichéd, but I think this is one of the most critical elements to successful sales management and that is to make sure you are tuned into the right radio frequency with your salespeople.
There's only one radio station that your sales executives like to listen to and that radio ... Views: 865
There is a big difference between managers and leaders. Managers are those who come to work, make sure all subordinates are getting the necessary tasks done, then leave at 5:00, never to really make a difference.
Managers sustain. They fail to upgrade their teams. They see no return in ... Views: 970
by: Geoff Ficke
Albert Einstein’s famous “Theory of Relativity” (e = mc2) is as familiar to many millions of people as a popular modern commercial limerick for a soft drink or a jingle for a candy bar. Even though very few amongst these millions actually understand the scientific premise of ... Views: 1771
Building a lasting relationship with your customers is beyond important, especially in the age of information. More than ever customers have access to information about your products, yet they still want to buy from people they trust. How important is trust to YOU when you buy?
The more a ... Views: 1273
As a salesperson early in my career, I recall nights as I attempted to drift off to sleep, thoughts scrambling around in my head about the day. I would toss and turn as I worried about things I had done wrong that day while obsessing about doing the right things after I woke up the next day. Was ... Views: 1749
Being a manager has its ups and downs. Its ups are that you have certain privileges that others don't, more respect due to your position and hopefully, you are making more money than you were before you got your promotion. The downs are: longer hours, more stress, more responsibilities, heavier ... Views: 1322
Do salespeople meditate? I asked myself this question recently and as I contemplated I realized there had to be more business people meditating than just me. I’m not THAT special. Or was I? After all, I WAS living in San Francisco, a mecca for all things spiritual, new age and ... Views: 1644
How can your organization sell more and sell smarter? By creating a powerful sales culture – an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the sales efforts.
What Is Sales Culture?
Sales culture is the concept that ... Views: 1933
Richard Branson, the eccentric founder of Virgin Airlines and multiple other businesses is the epitome of "unconventional" businessman. He does things HIS way, he does things the way he feels are right...and with a billion or so in the bank, he's been more right than wrong.
How he lives and ... Views: 1625
In every company each year they hire many new employees. Most companies have a new employee checklist and put them through a new employee induction of some sort. The sad truth is, many of these new employees just do not work out. Right from the outset I will say that generally the only ones to ... Views: 2124
Do you lay in bed at night worrying about your bills? Are you barely meeting your monthly volume goal?
Salespeople who continually prospect have less anxiety than the average sales person. They also keep a steady stream of business coming in the door. Sales reps know that they have to ... Views: 825