sales management
sales management
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11.
by Rick Johnson - 2006-12-08
Why do I need a sales plan?Sales planning is critical to sales success. Return on Time Invested (ROTI) should be key criteria that every salesperson should use when evaluating their account base. The ...
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12.
by Tim Connor - 2006-12-11
One of the biggest mistakes both new and experienced managers make is making top-down decisions which impact lower levels, departments or individuals within the organization without discovering a bott...
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13.
by Tim Connor - 2006-12-11
One of the biggest weaknesses of poor managers is the lack of willingness or ability to give timely, accurate and effective feedback to their employees. There are two types of feedback: positive - rec...
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14.
by Tim Connor - 2006-12-11
Over the years I have discovered that many organizations have a variety of policies, products, services, positions, techniques and even people that are what I refer to as 'sacred cows'. In other word...
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15.
by Tim Connor - 2006-12-11
Any time is a good time to sell creatively. Uncertain economic times are an excellent time to sell creatively. And, poor economic times require that salespeople sell creatively. What exactly do I me...
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16.
by Tim Connor - 2006-12-11
For many salespeople it would seem that a 'let's get back to basics' approach would be in order for any number of reasons:-The emotional buy-in to a difficult economy -Increased pressure from senior m...
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17.
by Tim Connor - 2006-12-11
For years, sales managers and sales trainers have been saying that sales is a 'numbers' game. I can recall my first sales manager telling me over 35 years ago, "If you will see enough people, you wil...
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18.
by Tim Connor - 2006-12-11
Sooner or later, you will have to walk away from a prospect or a client relationship that is no longer worth your time, energy, corporate resources or willingness to continue. What are the characteris...
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19.
by Tim Connor - 2006-12-11
First of all, effective negotiation skills will NEVER make up for poor selling skills or attitudes. With that as a given, let's look at some of the negotiation problems common to many salespeople toda...
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20.
by Tim Connor - 2006-12-11
One of the critical factors in a successful sales outcome is the sense of urgency a prospect brings to the sales process. A question I have been asked many times in my sales seminars is: can you crea...