Hire the Right Sales Manager

Although every organization is different, hiring a sales manager is not as simple as it looks. In fact, the wrong sales manager can quickly damage morale, if not scare away the sales reps and potentially injure the firm.

Surveys and Statistics, Two Powerful Tools

Surveys and Statistics are two very powerful tools for sales growth. Both are misused and under utilized by most managers and organizations. Discover new ways to maximize their effectiveness.

Sales Managers Need To Be Adept Jugglers And Trained Diplomats

Sometimes (regularly?) conflicts arise: something is right for the department and the people, but not for either the organisation or you. On occasions you will find yourself disagreeing with a company policy but having to support it even though you know that your people see it as wrong and personally inconvenient. How you handle this balancing act is important, and it may be necessary to explain the reasons behind your actions. It is an area for some consistency.

Turn Cold Into Gold – How Your Sales Team Can Increase Sales By Effective Telephone Contact

This article gives major insights into how Sales Managers can increase business and gain more profits through a planned, systematic use of the telephone for generating leads, new business acquisition and lost account reactivation.

Even the Lone Ranger Needs a Posse

It's become rare for a single producer or relationship manager to be able to develop large accounts on his or her own. In the complex world of the 21st century, peoples' talents are more specialized, so that we have entered the realm of team selling.

New Trade Globalization

Globalization is an old process in a new setting of unparalleled technological advances, unprecedented penetration of national economies by multinational corporations, and the neo-liberal revival of the free trade doctrine.

6 Ways to Have a Successful Event

Organizing an event or a workshop to the public is the best way to increase your company contact network, generate more sales, and get your company known to the public in the shortest possible of time.

What is Wrong With My International Import Export Sales?

You are an excellent experienced sales professional with many awards and promotions yet you are getting very frustrated in breaking into an overseas market. You can blame your overseas contacts and market circumstances for the lack of progress or you can take a fresh look at what you can do better. Here is a story that may give you insight into how to move forward.

Improving Your Sales Force's Effectiveness Through Automation

Many smaller businesses have advanced beyond back office automation using PCs and client-server IS platforms. More owners are looking at advanced sales automation software as a way of improving the productivity of their sales force as well as customer satisfaction.

New To Sales Management? Assess Your Team Sooner Rather Than Later

The importance of assessing the skills-sets, experience, promotion potential andaspirations of your team as early as possible, cannot be over-estimated. Knowledge is power!

Cold-Calling (Selling Ice To Eskimos)

Cold-calling is still heavily used despite the fact it is an outdated sales strategy in today's information age.

What!? You Don't Know This Stuff?

The individuals that have been slowest to embrace technology and the Internet are the ones who have the option to use it, as opposed to those of us who are forced to in order to keep up.

The Dirty Little Secrets Of The Failure To Leverage The Inside Sales – Customer Service Potential

How can the distributor take advantage of existing relationships between Inside Sales/Customer Service personnel and customers? This age-old question has caused managers to implement a variety of approaches in the attempt to tap perceived potential, but many fail and the question persists. Why? Most firms do not have adequate measures installed to determine who does what within an Inside Sales/Customer Service group. For lack of measures, it is not possible for management to define department productivity or level of activity much less individual productivity.

Top 30 Aroma Chemicals Used In Making Fragrances

Based on about 800 popular fragrance formulations, which are used in Soaps, Detergents, Toiletries, House-hold products, Incense sticks, Attars, etc, we are able to provide a tentative data of global consumption of synthetic chemicals used in making fragrances.

How Good Clients Are Lost

The article explains the major pitfall that small businesses fall into and makes suggestions as to how to avoid such pitfalls. It briefly examines the importance of retaining good clients.