The Myth Of Sales Forcasting

One of the activities management expects salespeople to provide bottom-up help with is in the area of sales forecasting. Unfortunately, many sales managers shove their sales forecasts down the throats of their sales staff due to the demands /expectations for sales increases of senior management.

Snap Out of It - 13 Tips for Breaking Out of a Slump, and Getting Back on Track

Sales people who have a poor start at the beginning of a year, often find themselves struggling for the rest of the year to catch up. The good news is, whatever you're experiencing, we've all been there at least once. The bad news is, most of us don't know exactly how to snap out of a slump, and start making sales. To help you snap out of a slump and get your year back on track, try some of the following tips.

Finding Clients for a Medical Staffing Agency

This article touches on the many vehicles to use as a medical staffing agency to find and keep clients. Training as a sales person is fundamental when starting a medical staffing agency.

Are Your Prejudices Getting In Your Way?

Because holding on to prejudices and judgments can seriously undermine your effectiveness as a manager, your challenge is to let go of them. Prejudices can take many forms, but generally are the result of your expectations, personal philosophy, experiences, life outlook, and personal agendas.

Alarm Sales is a Science and an Art - It's Not a Numbers Game

My training programs are specific to the security alarm business, so when I run into a common problem that is costing dealers and representatives of alarm companies many man hours, it is easily identified.

Learning To Be More Profitable

Every business will succeed or fail because of the quality and motivation of their most important resource - their people. Investing in the lives, learning and encouragement of the human resources of a business, government or not-for-profit group through seminars, workshops and retreats can be the difference you need.

Measuring Training's Value: Metrics Lite

Being a sales consulting and training company, clients and prospects often ask if we can measure the impact of our training, and occasionally whether we can guarantee increased sales. While we have confidence in our consulting, instructional design and facilitation abilities, and understand the importance of these questions from both management and training perspectives, quantifying training’s impact can be a slippery slope for any training company.

Referrals - What They Can Do For You!

Loan Officers - Don't let your Broker short change you!

The Three Most Important Lessons You Will Ever Learn In Training

When I commenced my training career in 1980 (with a major manufacturing, distribution and retail tire company, based in Australia) something I read in those early days had a major influence on me and the development of a long term career in this great profession. Three simple, yet profound sentences.

The One-Call Close

Tips to shorten your sales cycle while increasing your closing rates.

Hunters and Farmers, To Be a Master Salesperson You Must Excel at Being Both

Yes this is an article on selling not about buying a large rural property. I'm referring rather to the nature of salespeople, the hunter nature of the majority and farmer nature of the rest. Everyone who sells feels most comfortable in one camp or the other. A small percentage of salespeople excel in both. These are the true masters.

Doing Business in France

France is spread over 551,000sq. km of land and is one of the largest countries in Western Europe. There are several other territories of France that are located in distant islands dissociated from the mainland including Martinique, Guadeloupe, R?union and Mayotte in addition to several others. With a well-developed infrastructure and a large work force that consists of highly trained and well-educated people, France is without doubt one of the world's most productive nations. Its excellent geographic location and its closeness to the UK makes it a favourable destination for foreign investment and collaboration.

Selling In Stages - You May Have to Close the Same Prospect More than Once to Get a Sale

Closing a sale is sometimes as simple as running into someone, listening to his or her distress, needs, and pleasures and helping them achieve relief or attain their desires by giving them the product or service you have that addresses those emotions. Often however, it takes a lot more work.