Sales Management

How To Inspire Sales People To Do Their Best

The sales team works hard. Most put in long hours, study diligently and follow the plan. However, are all doing as well as they can? Are all of your sales people actually working as hard, trying has much and giving…

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How To Deliver Bad News To The Sales Team

Due to circumstances well beyond your control, the new software version upgrade will not ship as promised. The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version….

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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…

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How To Practice Your Sales Presentation

Practice, practice, practice because practice makes perfect! While that age-old sentiment is nice, it is not true. Practice does not make perfect. Only Perfect practice makes perfect. I ask sales people if they routinely practice their presentation and often I…

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Are Your Sales Teams Putting Out Fires When They Should Be Closing Sales?

In this age of economic problems, strained budgets, reduced revenue and increased competition; companies the world over are doing what is necessary to survive. Often this includes reducing expenses, and rightly so. However, there is one area where reducing expenditures…

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3 Best Practices For Conducting A Successful Sales Meeting

In the recent post, “The 3 Worst Practices For Conducting A Successful Sales Meeting,” I highlighted the three main DON’Ts for a successful sales meeting: DON’T 1. Berate 2. Intimidate 3. Subjugate Now let us look into three BEST practices to…

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The 3 WORST Practices For Conducting A Successful Sales Meeting

While a good sales meeting can invigorate sales people and increase revenue, a poor sales meeting will cost you more than you can calculate. Incredibly, many sales managers take the structure of a sales meeting for granted. It is the…

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When Should You Let A Sales Person Go?

You can always find much discussion on how to hire top sales people and how to recognise and find people who can be top producers.  However, when is it time to give up, admit your mistake and let a sales…

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Use Personal Recruiting To Build Your Sales Team

With the advent of the Internet and numerous sites like CareerBuilder and LinkedIn, job searching has become largely electronic.  Yet finding top sales people, especially those who will become long-term loyal assets to your firm, remains a difficult task. However,…

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A Question To Use When Hiring Top Sales People

Hiring the right sales people is a difficult task and this little role playing scenario will help.  Keep in mind that this is not to be used as the only deciding factor in your hiring choice.  We also recommend that…

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An Effective Way To Identify Top Sales People

Finding and hiring good people is a challenge in any industry.  However, identifying and hiring people who can become top sales producers is a monumental feat few have been able to achieve with any level of consistency. However, I have…

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3 Ways To Get Your Sales Team To Look Up To And Admire You

Leading a sales team is not an easy task. However, gaining the full respect, admiration and loyalty of the sales crew, is another achievement entirely. To be a true leader, means that people are willing to follow you enthusiastically. Because…

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