Discounting Your Way Into Sales Oblivion

 
I don't even like saying the word d---------g. I have literally obliterated it from my dictionary with a black marking pen. I'll bite my tongue until it bleeds, before I say the word. Earlier this week Bernadette, my wife, and I went shopping . . . something I love to do. Just kidding! We were looking for a 3-piece plant stand for our deck. We found one in a catalog and went to the store to check it out. Bernadette always asks the sales person if he can do better on his price. You'd be surprised how much you can save just by asking....
 

It's Time For A Sales Management Revolution

 
Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month, tightly controlling teams, and constantly reacting to emergencies. There has to be a better way. Are you satisfied with the way your life as a sales manager is turning out? Is it giving you all that you wanted? If not, perhaps it's time to make a revolution....
 

3 Ways to Increase Your Sales

 
Last week I got a call from Jose, who was looking for help improving his ads. He'd been running the same ad in four local papers for two months and only gotten one response. He was understandably frustrated. With more than a dozen very satisfied clients, he knows that the residential property management services he and his brother provide should interest more people, but he wasn't having any success getting attention or generating leads. Jose knew that to grow his business he'd need to do some marketing....
 

How We Build a 90% Failure Rate into the Sales Process

 
I recently began doing training in the banking industry. Across the board, successful bankers close between 2% and 6% of the prospects they call on, starting from their first prospecting call. Not only are those numbers abysmal, they are considered normal. In other words, bankers are expected to fail at least 94% of their time. The insurance industry has the same odds. In general, every industry closes less than 10% of the prospects they call (first call to close), with over 90% falling in the 7% category....
 

The ACCOUNTABILITY Challenge for Today's Business Management

 
In today's 24/7 driven business word, accountability is becoming a more critical issue for every business owner, manager, executive and salesperson. The challenge is to realize that accountability is just not a single issue, but an issue with many supporting elements. To maintain and thrive as an accountable individual first requires overcoming the fear to embrace these elements and then a plan of Action to ensure that YOU are an accountable individual. Action - What action or actions did you take or not take and why?...
 

Change in Sales Organizations Starts with Me

 
Question: What do the following have in common? - I spend a lot of time spinning my wheels and not getting very much done. - I am continually frustrated with the performance of my sales team. - Why can't my sales team be more independent thinkers? They come to me with EVERYTHING! Answer: These statements reflect people who are continually frustrated with the same problem. They are stuck and their problems can probably be traced back to making Big Assumptions. Making assumptions about yourself or others, without checking them out, can diminish your effectiveness....
 

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

 
As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy? Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do you feel about putting together a forecast? How do the others in your business feel? I wonder why you have these feelings? Forecasting is vital for any business - well, accurate forecasting is vital!! This is true for professional services as well as commercial organisations....
 

Retail Operations - Effective Branch Manager Support and Guidance

 
Performance and behaviour management is by far the most difficult aspect of any manager's job and the reluctance to 'grasp the nettle' when performance or behaviour issues emerge is certainly a concern in many organisations. But at the end of the day that is what managers are paid to do and not doing so will certainly affect service, team morale, sales and ultimately the bottom line. Why does this reluctance exist, why do so many mangers back away from confrontation? The problems and challenges that need to be overcome are many and the common reasons and 'excuses' for not doing so are as follows: It is Risky - There is a worry in the back of the manager's mind that discussions could turn into heated arguments and that they may open themselves up for harassment or bullying accusations....
 

A Coachs Handbook For Sales Managers

 
Quote of the month: "A leader is the relentless architect of thepossibility that others can be."Benjamin Zander, Conductor of the Boston Philharmonic Sales organizations have access to more or less the same resources. They can draw from the same pool of salespeople in their niche orgeographic area, and they can all learn the same sales ormanagement tools and techniques. Yet some organizations perform at a high level and other stay atthe bottom of the heap. What accounts for these gaps? I believe twowords answer the question: effective leadership....
 

Keeping Your Sales Team Motivated

 
Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even knowing it. Let's take the idea of funnels and forecasts, for instance. Funnels and forecasts are important aspects of running any sales operation. Both salespeople and managers need to know where they stand in terms of potential opportunities, and funnels serve to track those opportunities....
 
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