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The Sales Manager’s Guidebook – Everything You Need To Become A Top Performing Sales Manager

The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. From the Guidebook you will learn… How to create a sales plan for you and your team How to recruit new sales staff How to develop your sales management skills How to build…

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Jack Welch’s Sales Management Concepts

Jack Welch has been voted one of the most influential managers of the twentieth century, and the effects of his style is still being felt today. He was the CEO of General Electric (GE) from 1982 till 2001. To start evaluating his managers, Jack implemented a system of measuring performance based on characteristics that ‘graded’ them against certain criteria. The…

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Do Not Take Your Best Sales People For Granted

Ok, when the sales person started with your firm, you thought that he or she was a prodigy. You then invested the time and money to get the sales rookie up to speed. You eventually established difficult, yet achievable goals and quotas. A Big Deal Finally, the sales person began to hit the mark. The first few times that happened,…

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3 Essential Communication Tips For Building A Successful Sales Team

Communication, communication and more communication. No pun intended here, but for some sales managers, communication is just talk. Effective and proactive communication is as integral to your sales team as professional training, solid sales support and even good sales people. In fact, communication is the glue that holds all of the pieces of the team’s puzzle together. Here are three…

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In Sales Management, You Reap What You Sow

Every sales manager, supervisor, director or otherwise frontline sales team leader, wants to have and develop a great sales force. Everyone wants eventually to have a sales team made up of superstar sales people. We all want that sales crew in where every sales person is a high-level, top performing, consultative, executive-level super sales person. However, I am continually surprised…

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Level The Playing Field For A Great Sales Contest

It is easy to spend a small fortune on sales contests and incentive programs designed to motivate, stimulate and reinvigorate the sales team. However, you may have found that such programs meant to motive, can end up having the reverse affect and deflate, berate and de-motivate instead. Sometimes the problem is not the structure of the contest in itself, but…

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4 Powerful Sales Coaching Tips

I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply exactly to your situation. However, you will get the idea. #1 – Lead By Example The old commanding, “Do as…

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How To L.E.A.D By Example For Successful Sales Management

Most people in sales management or with a title that is responsible for leading a sales team, speak about leading by example. However, exactly what does that mean? Many think that to lead your team by example, is to sell as much or as more as each member of the sales team. In some sales organisations, this may be practical. However,…

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How to Keep the Sales Team Motivated: Set Activity Goals

Keeping a sales team motivated and enthusiastic can be difficult especially in slow economic times.  One sure way to help with this is to set goals other than sales goals and targets and reward sales people for reaching them. Every Step in the Sales Process is Important Remember that closing the sale is only one step in a complete sales…

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