How To Keep Your Best Employees

Have you lost any good employee talent recently? Was it necessary to lose them? Why did they leave, was it for a better opportunity or because your organization needs a serious look at the way it treats is most valuable asset, it's people.

Are You Receiving Enough Customer Complaints?

We must continually strive to earn the right to receive our customers business and one significant stride in that direction, is to implement an effective customer care programme.

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.

Sales Management Techniques That Can Bring Results And Keep A Sales Manager Focused

The sales manager is frequently an active sales person, as well as an administrator. He or she must make sure quotas are being met, margins are in line, pipelines are full, salespersons are making their calls and individuals are realistically matched to their positions and territories. An effective sales manager realizes that a person’s behavior is the key to success.

Sales Manager is Your Title - Not Your Job Description

The qualities that make you a great salesman are not the qualities that make you a great manager.

Sales Meetings that Work

Do you know the difference between a Sales Meeting and a Training Meeting? Conduct great sales meetings and set up a great sales event.

Sales Leadership Fundamentals

What qualities do you possess that make you an effective Sales Manager? Sales management is about being a leader of people, not selling.

Hiring Tips - How to Hire Successful Sales Reps

This article on How to Hire Successful Sales Reps reveals the ONE technique you can use to identify and hire top performing sales reps. Learn how to ask the best questions to uncover who the real sales reps are and who is just going to waste your time!

Feasts, Failures and Food for Thought

Feasts, Failures and Food for Thought The Three Biggest Mistakes Sales Managers Make

Recruiting and Retaining Top Sales People

Two of the biggest issues facing the industry today are recruitment of sales personnel and retention. Problems in this area may not be due to bad hires or low unemployment rates. If they are related to bad hires then it means you don’t fire well. You are not holding people accountable. If that’s the case, it only stands to reason that you are probably overpaying a sizable portion of your sales force, as they are not performing as “A” players.

ABC’s of Sales Planning

Why do I need a sales plan? Sales planning is critical to sales success. Return on Time Invested (ROTI) should be key criteria that every salesperson should use when evaluating their account base. The biggest asset a salesperson has is their time. It is imperative that they manage this asset carefully. Time management is called the queen of the management sciences and the reason why they call it the queen of management sciences is that time management – needs to be “romanced” –salespeople need to go through a fundamental management course every 12- 24 months.

The Lost Art of Salesmanship

Good salesmanship depends upon a skill set that needs to be nurtured.

If You Want Your Employees To Improve, You Need To Keep Improving

It should be clear by now that if you think you are as good as you need to be, you need to think again. Let’s start with three quick questions: 1. Are you spending time consistently improving your management and people skills? 2. What have you invested so far this year in your own personal and career development? 3. What is your working philosophy of routinely investing time and resources in your personal and career development?