Do You Talk Too Much?

One of the biggest mistakes poor salespeople make is THEY TALK TOO MUCH. The second is: THEY GIVE INFORMATION BEFORE THEY GET IT.

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.

Staying Focused On Development Is The Key To Being A Successful Sales Manager

Production oriented sales managers tend to concentrate on doing whatever it takes to hit the numbers. Driven by sales goals and benchmarks, they often get the results at the expense of developing their salespeople. Development oriented sales managers on the other hand tend to focus on the fundamentals and teaching their salespeople how to do the job, confident that the numbers will naturally follow.

Take Time to Manage Your Time

Time is all you have. Manage it and don't let it manage you.

The President of Sales Force America

Inspiration is the lifeblood that feeds motivation. Motivation is the fuel that propels us every day to throw ourselves into the fires of rejection. Believing in your sales leaders and watching them fight those fires is the best source of inspiration a sales person can have.

How To Conduct Meaningful Meetings

Too many meetings, too little time. When the true cost of holding just one meeting is accurately calculated, it should provide sufficient motivation for us to want to ensure that all of our meetings are meaningful, necessary and can be justified.

7 Reasons Why Your Sales Results Suck: Part 1

One of the more fun parts of my job is talking to sales managers who refuse to admit that the results that their sales force gets indeed 'suck.' What do I mean by this statement? First of all, let's face it, I use that word to get your attention and now that I have it let me explain. When any frontline sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to pay for there fair share of these expenses, then they are 'sucking' these valuable resources at the expense of other employees who ARE pulling their weight.

Are You Fully Prepared For A Fresh Set Of Challenges? A Sales Management Checklist

As we near the end of the year, this is an excellent time to take stock and ask yourself some important questions to ensure that you are totally prepared for the fresh set of challenges that lay ahead next year

There's Magic in Thinking Big

Follow the rules in this article for more accurate sales projections for 2007. High expectations tend to lead to a higher performance.

Does Anyone Really Manage Sales

Do we as sales people create the sale through our dynamic personalities and outgoing demeanor. Hardly; we make the sale through our continued activity with the client. I will go out on a limb and boldly say we never manager sales, rather we manage activity. Should you disagree with this please read on.

Costs Of Search

Search cost is an economical phenomenon which has recently developed due to increased number of products and services offers and customer demands as well.

Surveys and Statistics, Two Powerful Tools

Surveys and Statistics are two very powerful tools for sales growth. Both are misused and under utilized by most managers and organizations. Discover new ways to maximize their effectiveness.

Are You An Effective Communicator

I don't care what else you accomplish this year. If you can effectively address these three issues, you will be amazed at how much more profitable and competitive you can be in the market place.