How Much Should Salespeople Talk During Customer Correspondence
The idea of a salesperson talking too much during correspondence with a client is something that often makes a sales management team cringe, as this approach is likely to fail. A salesperson needs to...
View ArticleDetermining a Successful Sales Incentive Plan
A sales management team needs to consider what the point of a sales incentive plan actually is prior to constructing one, as many leaders tend to forget why this type of system is implemented in the...
View ArticleBeware the decline of morale
Virtually every sales team is susceptible to morale problems, but vigilant leadership can minimize the frequency of attitude decline, and the toll that it takes. Although the general outlook of a sales...
View ArticleThe challenges of a struggling enterprise for a new Vice President
Few challenges rival the complexity of turning around a troubled enterprise, but the newly-hired VP of sales need not stumble around in the dark. Prudent guidelines are available to help navigate the...
View ArticleAvoid The Eight Most Common Sales Training Blunders
Sales training is a fairly common endeavor, but many companies do not get much of a return on their investment. Despite the lofty aspirations of executives and managers, sales training, when conducted...
View ArticleAthletes Need a Coach, So Do Salespeople…
Sales leadership is analogous to football in the sense that medium-to-large-organizations tend to have two or more “layers” of management—comparable to coaches and assistant coaches in the NFL. Every...
View ArticleRight Person? Wrong Role? Don’t Set Your Team Up to Fail
Although virtually anyone can learn the principles of selling, not everyone can be a successful salesperson. Mastering techniques and principles is one thing; having the desire and drive to apply them...
View ArticleHow to Overcome Common Objections from Prospects
Sales professionals face many challenges, but perhaps the most daunting is how to handle the objections of prospects. Stumbling blocks can be encountered at any stage of the process–from the gatekeeper...
View ArticleHow to Retain High Achievers
Johnson’s Widget Sales (JWS) used to be one of the most successful suppliers in the industry, but the company’s top salespeople kept leaving the firm. Today, JWS is struggling just to tread water. Tim...
View ArticleHow Sales Managers Can Best Handle Client Terminations
Sales professionals spend innumerable hours attempting to obtain customers; unfortunately, there are also times when it is not only appropriate, but necessary, to sever relations with a problem client....
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