Sales Management Neglect...the Real Cost

Have you ever wondered what the real cost of mediocrity within your organization might be? Has there ever been a time when a mess-up by someone internally, proved to be quite costly in both money/resources and time/energy? Has there been a time when a mess-up by someone in your organization caused a huge toll on an outsider, i.e. supplier or customer?

Assuming Anything In Sales Is To Invite Failure

One of the biggest mistakes many salespeople make is to assume. To believe that something is true without any verification, validation or evidence. In the area of the spiritual this is accepted practice and can be a healthy way to go through your life. In your sales career it can be the kiss of death. Assumptions are lethal. They give you confidence without any proof. They can set you up for disappointment, failure and at the worst breakdowns in communication.

Goal Setting Activity

Most people find the act of a goal setting activity almost impossible because they set goals that are way too large and become disheartened before they ever come close to reaching them. A goal setting activity that works is one that is broken down until it represents a single event. It is the progressive, sequential accumulation of single events that ensure the final desired end result

Some Thoughts On Dealing With Absenteeism Effectively

As the biggest investment a business is likely to make is staff, any time lost to sickness can be costly. This cost must be measured not only in terms of lost production and sick pay, but also in terms of employee morale. Whenever an employee is off sick, there is a knock-on effect on those colleagues who have to cover.

Effective Teritory Management Is Not Rocket Science

Many salespeople today will waste a great deal of time calling on poor prospects - trying to turn poor prospects into customers, or trying to close prospects that do not want or need what they are selling.

Influence Mapping - How to Sell to Corporates

We have all worked in large organisations and the larger they are, the more a knowledge of the internal politics and unofficial communications systems is of value in surviving and making progress. For people outside the organisation who are trying to get things done within the organisation, the situation is twice as bad because they not only have to figure out the official hierarchy and communication channels, but also the unofficial ones.

Mobile CRM 101 - The Basics

Mobile CRM is emerging into the mainstream as an excellent method of relaying information between marketing and sales personnel.

Top Ten Reasons Your Company Should Consider Mobile CRM

Mobile CRM is on the rise in the world of CRM and demand is growing as companies and employees are demanding access to crucial information in real time.

Motivation with Direction

How do you communicate when sales are below forecast, you are over budget, or you are not on plan? What impact does this have on moral and motivation for the organization? Are demoralized and intimidated employees more likely to rise to the challenge and improve performance than inspired contributors with clear direction and leadership?

The President of Sales Force America

Inspiration is the lifeblood that feeds motivation. Motivation is the fuel that propels us every day to throw ourselves into the fires of rejection. Believing in your sales leaders and watching them fight those fires is the best source of inspiration a sales person can have.

Gaining An Edge And Building Relationships In The Corporate World

Gourmet gift baskets are an effictive and easy way to build relationships.

7 Reasons Why Your Sales Results Suck: Part 1

One of the more fun parts of my job is talking to sales managers who refuse to admit that the results that their sales force gets indeed 'suck.' What do I mean by this statement? First of all, let's face it, I use that word to get your attention and now that I have it let me explain. When any frontline sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to pay for there fair share of these expenses, then they are 'sucking' these valuable resources at the expense of other employees who ARE pulling their weight.

How to Hire a Superstar Salesperson for 2007

If you are hiring a salesperson for 2007, you should have a list of superstar qualities your candidate must match. If we were talking, I might ask you; do you really need to hire a salesperson to get the results you want? This short checklist will take some of the emotion out of your important salesperson decision.

Sales Training Speaker Rates Sales Prospecting Training

Is Sales Prospecting Training a Key Element to Your Sales Results?

Plan Implementation And Control

The ongoing process of the firm is often dependent on control – the feedback process that helps the marketing manager learn 1) how ongoing plans and implementation are working and 2) how to plan for the future.