sales management
sales management
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21.
by Tim Connor - 2006-12-11
Have you ever computed the cost of your lost sales revenue in a week or year?My 35+ year research of - the ratio of clients sales efforts to sales income, regardless of industry, organization size, in...
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22.
by Tim Connor - 2006-12-11
There is a tendency of many salespeople to see their competition as only those businesses selling a similar product, service or idea. In other words, salespeople selling computers tend to see their co...
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23.
by Tim Connor - 2006-12-11
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...
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24.
by Tim Connor - 2006-12-11
We are living in an interesting, as well as challenging, period of history. The world is getting smaller and bigger at the same time. You may have new competitors and customers half way around the wor...
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25.
by Tim Connor - 2006-12-11
One of the topics I am asked to deliver frequently for my clients is how to get people who come from different areas of the organization to work together effectively. These people also may have differ...
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26.
by Tim Connor - 2006-12-11
I constantly hear from managers "how do I motivate my employees?" You can't. Motivation is an inside-out individual responsibility.The role of a manager is to create an environment in which employees...
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27.
by Tim Connor - 2006-12-11
There is a difference between training and coaching. Training is teaching people what to do, when to do it, and how to do it. (That's the next chapter.) Coaching is catching people doing it right or w...
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28.
by Tim Connor - 2006-12-12
Hindsight is 20/20 or so the experts have been telling us for years.There is only one place you can change the future and that is in the present. Yes, history can be a relevant teacher and the future...
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29.
by Phil Grisolia - 2006-12-18
That's what the man said, "Fear will motivate our sales staff," adding, "They'll either meet their quotas or they're gone." This was a vice president of sales for a large publishing firm talking. A...
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30.
by John Bradley Jackson - 2006-12-22
Although every organization is different, hiring a sales manager is not as simple as it looks. In fact, the wrong sales manager can quickly damage morale, if not scare away the sales reps and potentia...