The Cry Baby Sales Person ----- What Should We Do?

How do we deal with a sales person that doesn't know when to shut up? Is performance just about the numbers? Is he a member of the lucky territory club. Read on for some advice on how to deal with this type of situation.

P.A.P. The Basics of Pipeline Management

Pipe Line Management is fundamentally, a time management problem. It begins with answering the following questions. • Are there alternatives to a sales person spending the majority of their time doing demand fulfillment tasks? • How much time should be spent on maintenance accounts? • How much time should be spent on prospecting? • Do you have a plan for account qualification? • What is your company’s value proposition? • What is your competitive advantage? • Do you have a penetration strategy

Advice for First-time Exhibitors: 10 Costly Mistakes to Avoid Before Exhibiting At a Trade Show

You've just decided to attend your first consumer trade show as an exhibitor. You have money in your marketing budget to spend on booth space, but the hardest decision is deciding which show will give you the most bang for your buck. Here's some mistakes and muckups you can avoid so your first exhibiting experience doesn't become your last.

Prospecting for New Business: Selling at Its Finest

Best questions to ask on prospect calls. Great article for sales managers who have difficulty getting their salespeople to prospect.

Hire Top Sales People Each and Every Time

The most important aspect of any business is recruiting, selecting, and retaining top sales people. Research shows those organizations that spend more time recruiting high-caliber people earn 22% higher return to shareholders than their industry peers.

Hiring the Best Sales Athletes

The principal driver of sales productivity is the quality of an organization’s salespeople.

A Profitable Growth Formula for Sales Managers

Sales organizations that successfully achieve profitable revenue growth do so through a sales system encompassing sales focus, the integration of organizational and people competencies, a balanced sales effort between new customer acquisition and current customer penetration, and employee engagement.

Sales Management - How to Stop Wasting Expensive Technical Resources

How does your company decide how to allocate technical resources to opportunities? What percentage of your company’s technical resource is wasted on opportunities that never close? This article provides a strategy for minimizing this waste.

Elements Of A Successful Sales Performance Management System

The components of a successful sales performance management system include first of all having well defined revenue plans and revenue and margin objectives.

Sales Management and CRM - Setting up the Central Memory

Sales management changed with the introduction of CRM. For both larger enterprises to the smaller companies the management of the central memory became an issue.

The Value of The Sales Team Assessment to the Sales Executive

Few if any Sales Executives ever have an outside assessment conducted of their sales team. However, this could be the single most valuable tool they might ever find to achieve their goals.

Prospecting -The Importance of Repetition

Repeatability is the key to success in so many things, why don't we use it for sales skills, especially Prospecting? You just need to know what to do and then do it.

Prospecting - Your Future is Dependent on Your Present

We have complete control of our future, we just don't take advantage of that situation often enought. You can have all the customers you want if you do what you need to do today.