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....
 

Sales & Marketing Plan Strategies

 
Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return? These are just a few of the questions that run through our minds in the early stages of planning. If your goal is revenue growth and expansion, I believe you need to design, develop, and implement your Sales & Marketing plan on that foundation....
 

Why Performance-Based Recruiting Produces Top Sales Performers

 
Here is an outline for a recruiting process that focuses on performance-based factors: Write a Performance-Based Recruiting Ad: As you construct your ad, consider the following questions: What kinds of companies or organizations are good prospects for your company's products and services? Your ad should state a preference for job candidates that have existing relationships with these kinds of companies and organizations. Who are the most productive people (job titles) for your salespeople to call on?...
 

Your Extended Shadow And Successful Sales Management

 
In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years. But, this league, designed to spot talent early and then feed the high school basketball program, did nothing to produce the state title. There is also an open gym at the high school every Tuesday and Thursday night to encourage the young men in the community to play basketball....
 

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 anyone can learn. For example, it is easy to learn how to ask reflective questions. These questions begin with the words "who", "what", "when", "where", "why" and "how", and tend to encourage more detailed answers than questions that can be answered with a "yes" or "no"....
 

8 Procedures to Take Control of Sales and Marketing

 
The Cash to Cash Cycle Part Three of Series We're sprinting toward that million dollar mark...and we're only a couple strides away? Decreasing inventory carried us over the first hurdle, and last week reducing Accounts Receivable sped us through the half-way mark. We're making great time, so let's bring on the next mile marker - marketing and sales. Increasing Overall Sales and Marketing Effectiveness If you are an organization spending $500,000 or more on marketing expenses (e. g. advertising, trade shows, print materials, direct mail, etc....
 

Online Sales: Secret To Increase Your Sales By Bundling Your Products

 
Microsoft has used this online sales secret to become a giant, and the greatest software company in the world. How about you? What are you waiting for? The secret is bundling your products. An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy yourproducts and services. People also have come to believe package deals are a better value. You want all the products or services to be closely related....
 

Free to Succeed: Effective Sales Leadership Using A Coach Approach

 
About 2 years ago, I participated in a training program I'll never forget. The leader divided us into two teams. Each team's task was to fire a whack of darts into each number on a dartboard. The leader of Team A was given instructions that his team had to hit the numbers in a certain sequence. He then related the sequence, number by number, to his team. The leader of Team B was told that her team could hit the numbers in any sequence. Her task was to encourage and motivate us (I was on Team B) to achieve....
 

Make Time, Not Excuses

 
There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%) Recently we were presenting this information in a workshop on Prospect Management, when one of the participants raised his hand and said: "That's great. But you just don't understand. We spend so much of our time having to service our existing clients and putting out fires, there's no way to have that much time for prospecting and all this other stuff....
 
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