Superior Sales Management Coaching The Successful Blending of Process and Content

In the early years of my sales career it was a mandate from upper management to managers throughout their respective organizations to learn coaching skills and employ them regularly. It was a requirement that they share the wealth of experience and knowledge gained with those throughout their respective teams. As a by-product incredible loyalty to sales managers became a hallmark of sales teams where the managers themselves took an active and participative role in sales team skill set development.

Managing Your Prospects: Funnel Management as a Critical Component to Your Success

Funnel Management will teach you how to add value to your sales by finding and keeping track of qualified prospects, assigning priority to them and taking advantage of every face-to-face interaction that you have with your clients.

Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement

There are only a finite amount of scenarios in any selling process and if you identify them, train to them and measure your results you are on your way to excellence. This article will help you do just that.

What's Your Magic Number?

Setting and Exceeding Sales Goals through Key Performance Indicators (KPI) The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have you identified the KPIs in your sales process?

Why Every Franchise Should Use Electronic UFOC Distribution

Franchisers no longer have a choice whether to use electronic signatures and electronic UFOC distribution, it is a requirement. Electronic UFOC distribution will keep your franchise competitive, as well as save time and money.

Sales Appointment Planning

This is arguably the hardest thing you will ask a salesperson to do, the part of the job they really hate

Proposed Business Opportunity Rules and Mandatory Disclosures

All franchise companies have mandatory pre-sale disclosures to all buyers and in many states there are required disclosures for Business Opportunities, but not all states. The Federal Trade Commission (FTC) is proposing separating

How to Prospect - Common Sense Isn't So Common

Selling should be simple common sense since we have study after study telling us what to do and in which order to do it. The contrary is true. Here is what an experienced field sales trainer sees everyday.

How To Stop Sales Lead Leakage

Most companies have the classic problem of spending money on the marketing side of the fence in order to generate leads only to see that those leads are not followed up effectively by the sales team. This classic leakage of leads to unnecessary expense and definitely inhibits a company's ability to accelerate its sales.

Six Steps To Sales Performance Management

In today's day and age a lot of senior managers and sales managers struggle with maintaining their top line growth performance because they neglect their fundamental duties when it comes to managing the performance of their sales team. If you want to take your team to the next level, consider developing a sales performance management system that includes the following elements;

Sales Management and the Dealer Base

Effective sales management in this channel includes planning sales growth, executing account strategies and using objective feedback to continuously improve performance and drive accountability. Maximizing success and profitability creates the necessity to manage this channel as a single integrated being. This means an effective sales process and structure must be in place which includes metrics, training and resources to support and improve sales performance for both the distributor and the dealer.

The Eight Reasons Why Salespeople Fail

The responsibility for ensuring that every member of the sales team is successful, lies entirely with management so what are the eight reasons why sales people fail?

Right Handed Sales, Left Handed Marketing

The Sales and Marketing groups within your organization have a unique opportunity to create a relationship that will have a profound effect on sales and profitability. The key to this relationship, as with any, is communication. This article will provide you with five recommended steps for building a strong sales and marketing relationship.

Sales Forecasting: A Few Tips To Make It Easier

Forecasting the future is something we all have to do as business owners.

How to Double your Sales Appointments in Half the Time; Part 1

Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue there are only three ways to do it.