What's The Role Of The Sales Manager?

To manage means to manage. To do means to do. Be careful you don't confuse these.

What do Decisionmakers Want & Need from Today's Salesperson - 9 Steps to 21st Century Sales Success

Every decision maker today is asking themselves 'what will I gain from dealing with your company's sales person'. There are nine key Steps to Success, that every sales person needs to know.

Even the Lone Ranger Needs a Posse

It's become rare for a single producer or relationship manager to be able to develop large accounts on his or her own. In the complex world of the 21st century, peoples' talents are more specialized, so that we have entered the realm of team selling.

Stop Your Sales Professionals Selling!

That's right. Get them to stop selling from their own narrow and selfish perspective and concentrate instead on doing things that are in the best interests of their customers and clients. Because it works, when you do it right.

Prosperity, Is It Actually Weakening Businesses Today?

This is a very prosperous time for most people living in developed nations today. Consumers continue to desire the latest and greatest in virtually every economic sector. Could it be that this unprecedented prosperity is actually setting up many businesses for catastrophic failure?

Hiring and Training of New Sales Staff

How do you train your sales personnel? Perhaps a better question would be… Do you train your sales personnel? As silly as this may sound a lot of organizations hire a salesperson and tell them to go get it. I have personally dealt with such an organization and this was considered the norm.

Sales in Today's World

Being Successful in Sales in todays world. Is it just who you know?

New To Sales Management? Begin With Your People In Mind

Before you do anything, have the likely expectations of your people in mind. They will tend to define a good manager as one who ...

Sales Force Incentives

Sales force incentives are a vital part of business and one of the best reasons is that they work. This is one of the few motivators that can rev up a sales force for pennies on the dollar. However it has to be well designed and executed to reap the full benefits and get the most out of your sales force.

Opening A Dollar Store - How to Recover Sales When They Drop

One of the challenges that face the entrepreneur who is opening a dollar store is dealing with recovery of sales. It might be a situation where the store was just purchased, or the owner has simply allowed sales to fall off. No matter what the situation, there needs to be a recovery plan that is developed to get sales back on track.

Fixing Internal Communications

What Works? If you work inside a company and truly analyze the issue, you quickly discover that companies are their own worst enemies when it comes to cueing their people about everything from marketplace strategy to company holidays to the availability of flu shots.

A Successful Business Is Like A Successful Athlete

A successful business is like an athlete in that it needs training, dedication and talent. The role of business technology should be as a training aide to the athletes in your business, instead the mistake that most businesses make is in expecting more than that.

Opening A Dollar Store - How to Minimize Inventory and Maximize Sales

One of the challenges that every entrepreneur who is opening a dollar store faces is having the right amount of merchandise in-stock and ready for purchase. Even more important is the product mix to meet the wants and needs of the customer. Many owners invest their merchandise inventory dollars in low-cost items rather than creating the right mix of products. It is important to remember that the right mix will keep their shoppers excited and coming back time and again.