5 Keys to Building a Dynamic Self-Management Sales System
Can you diagnose your business on a ‘Single Sheet’ of paper? Here are some key steps to help identify your essential competencies and performance metrics. Because numbers don’t lie.
5 Tips for Finding Your Core Competencies
Imagine if during an interview process, you could tell a sales recruit what sales performance competencies are needed and measured… and what levels are necessary to be successful at the sales poistion being considered. All based off of real performance numbers and average benchmarks. Before you can do that, learn how to boil the fat off of mere sales activities and define what legitimizes a ‘Sales Competency’.
6 Danger Signs You May Be Headed to Micro-Management
Do you ‘manage people’ or Mentor and support competencies and activities? Here are some ‘Macro’ tips to avoid the pitfalls of sales micro-management.
10 Tips to Increase Your Referral Ratio
It’s good to possess great cold calling skills, but it’s great not to have to use them. Here’s some ‘Grass roots’ tips to warm up a sales Prospecting call.
Adopt the ‘T’ Method to Sales Performance Improvement
What’s your approach to sales training? Do you have a process that defines which sales performance competency to train to and what impact it will have on selected performance silos if the training objective is successfully met? Or do you rely on ‘field feedback’ not associated with actual performance numbers and related ROI to decide where to put your training dollars?
Here’s a simple blueprint to gain more revenue in less time while maintaining fiscal accountability to the ‘Top-floor’.
Characteristics of a True Sales Leader
In the average sales organization, successful sales reps get promoted to managers. These “new” sales managers are suddenly tasked with leadership and training. In these situations, there is one common liability. The salesperson’s biggest strength now becomes the sales manager’s biggest weakness in leading a team. Here are some steps to take to avoid sales leadership transitional mis-steps.
Does Your Sales Training Program Address Your Sales Performance Issues? Part 1
Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues
Does Your Sales Training Program Address Your Sales Performance Issues? Part 2
Here’s a Proven Method to Target ‘Sales Skill Training’ to Resolve Sales Performance Issues
Fishy Salespeople? How to Finally Stop Handing Out FREE Fish to Your Sales People
Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help? Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can’t do that any more. Sure, that would put a few more sales in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an ounce of personal selling confidence. Show your sales people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody’s paycheck fatter.
How to Double your Sales Appointments in Half the Time; Part 1
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 three ways to do it.