Sales Management

When Sales & Marketing Communicate Effectively, They Will Succeed. Never has a marriage between two groups in an organization been more important ...  Read more

In most companies, the sales force is the most loved and simultaneously feared organization in the company. Often perceived as the corporate “breadwin ...  Read more

Sales management is an integral sub-system of marketing management. It translates the marketing plan into marketing performance. Sales management is h ...  Read more

Scalp pimples or scalp acne are not always the same as garden-variety skin pimples. The scalp is, of course, skin, but scalp pimples usually involve t ...  Read more

The last thing a sales manager wants to do is to go through a certification course in ‘Sales Prospecting’. They’ve been there and they’ve done that, o ...  Read more

A leader is best when people barely know that they exist, Not so good when people obey and acclaim them, Worse when they despise them. When a leader ...  Read more

We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the ...  Read more

Tip # 1 Discipline Yourself to a Routine of ‘Asking’ Here’s something profound. The reason most of us do not get referrals on a routine basis is beca ...  Read more

Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue…there are only th ...  Read more

It may be great to travel around and make sales calls but many sales people work from an office. They rely on clients that come to them rather than th ...  Read more

In Part 1, we summarized that you may have the best service in the world and the best widget in its category. But if you can't physically get in front ...  Read more

Working on the basis that you are dealing with the MAN (the person with the Money, the Authority and the Need) you must very quickly assess if you hav ...  Read more

Perhaps you have driven past the road signs for new developments proclaiming they are Master-Planned. Maybe, you live in one. Master-Planned Communiti ...  Read more

When I accept a consulting assignment, I insist on administering psychological tests to each of the managers and salespeople in the organization befor ...  Read more

If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salesp ...  Read more

Sales Management can learn by example from Henry Ford. Almost a hundred years ago Henry Ford revolutionized an industry. This allowed the Ford Motor C ...  Read more

If your sales team doesn’t follow a sales process, you’re losing sales. When sales management focuses on the process of sales and monitors the path sa ...  Read more

Is your sales team good at sales tormenting? Before you answer this question, let’s define what the objective of sales tormenting might be. When I thi ...  Read more

There are reasons some sales people with lots of sales experience never make it to the high ranks for sales success? Have you hired someone who seemed ...  Read more

In Part 2 we discussed how to determine if a sales action is a critical sales performance competency, and we determined the following: • It is an Act ...  Read more