The Poker Selling System

Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. This playing card system will work for you and increase your sales team's results!

Great Sales Managers Make Less than all their Sales People

Are you a great sales manager? Well if you really are a great sales manager then every single one of the sales people under you should be making more than your salary, unless your company is paying you an additional stipend on the total amount of sales on your team.

Traversing That Bridge Between Sales And Management

When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.

Influential Authority

Power is situational. In what situations do you have the most power? When do you have the least?

The 8020 Rule Fallacy In Sales

The 80/20 rule in sales organizations dies hard. You'll need to work diligently and hard to eliminate it and then even harder to keep it from resurfacing.

Top Sales Consultant Asks: Is It Time To Evaluate Your Compensation Plan?

I was discussing the compensation plan of a reasonably new company with its national sales director the other day, and for a very intelligent guy he sure sounded dumb.

Does Your Sales Training Program Address Your Sales Performance Issues? Part 1

Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues

How To Conduct A Successful Performance Appraisal

Most organisations review the performance of their employees on a regular basis, usually annually. The term appraisal however, is disliked by many, conjuring up images of a superior passing judgement in a god like fashion. The answer must be to establish good relationships between both.

Strategic Selling Begins In The Boardroom

In most industries today, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO’s or managing directors of those top companies, which logically means that there are maybe 500 customers for a million sellers. With such intense competition, conventional approaches are not equal to the challenge. Salespeople need to develop strategies that distinguish their products, services and their organisations in the mind of the customer.

A Fresh Approach To Managing Your Most Important Accounts

Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a major account strategy works well it is extremely satisfying.

Are You Setting Your Team Up for Failure?

Changing your recruitment process will change your organization and the people within it. Rather than constantly replacing your staff, you’ll attract talented salespeople and become a successful company just by letting your sales team be themselves.

What Does It Cost To Make A Sales Mis-hire?

Think about how much time and energy it takes to hire a good sales person. Think about how much it costs to carry a good salesperson on your payroll, and then think about the amount of revenue needed for your company in order to help you accelerate your sales. Finally, add in the opportunity costs for your company if during a given period, particularly a long one, instead of selling a million dollars a year, you have an under performing rep. When you add in all of these factors, it’s very costly to make a mistake when it comes to hiring sales people.

Sometimes Managers Are Just Too Soft

If as a manager your people are not living up to their full potential, perhaps it's because of the way you are managing them. This article suggests how managers can do their employees a favor by being tougher on them.