Developing Salespeople: Creating a Coaching Budget

developing salespeople

Developing salespeople is like saving for retirement. If you don’t create  a realistic plan and invest accordingly you’ll be disappointed when you retire. Salespeople need a plan and an investment of time and energy in order to help them realize their full potential. Too often training and developing salespeople becomes a “round to it” for …

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Developing Salespeople with the OREO Model

developing salespeople

Developing salespeople is easy when you can understand and apply three basic concepts: 1.  “Winning is fun, losing isn’t!” 2.  “Winning is different for every person!” 3.  “Your job as a manager is to help your people win everyday!” When you discover what winning is for your people, then you are well on your way …

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Sales Process: The Key to Growing Sales, Profits and Customer Loyalty

sales process

The sales process is one of the most overlooked assets a small business has for growing sales, profits and customer loyalty. If you want to grow your business this is one of the first places to look for dramatic results. I’ll explain why and what you can do to get the most out of yours. …

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Sales Message: Is Yours Positioning You to Win?

Sales Message

Is your sales message positioning you win, draw or lose? The answer depends on several factors including if your sales message is  heard, who is hearing it and how effective it is. Having your message heard is a role of the media, message, timing, frequency and delivery. A recent LinkedIn survey revealed the number-one challenge …

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Stop Customer Churn by Managing Moments of Truth

customer churn

Is customer churn draining the energy, profits and brand equity out of your company? If it is then you need to stop the customer churn immediately. Committing your company’s resources to acquiring customers only to see them leave during the next buying cycle is a prescription for failure. Stopping churn requires you to examine you …

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How to Retain Customers on a Regular Basis

how to retain customers

How to retain customers on a regular basis is an important step for increasing sales, profits and customer loyalty. Here are three reasons why. Most (68%) customers stop doing business with a company because of indifference. Existing customers are more profitable long-term than new customers. It costs 5-6 times more to gain new customer than …

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Developing Salespeople While Coaching on the Run

developing people

One of the biggest casualties in the battle to “do more with less” is developing salespeople. With fiercer competition, shorter deadlines, and the urgent replac­ing the important, sales managers are starting to view developing salespeople as a luxury they just can’t afford. Although common, this approach to manage­ment is short-sighted and can lead to long-term …

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Building Customer Partnerships in the New Economy

Building Customer Partnerships

Building customer partnerships is essential for success today. Why? The New Economy demands a new approach to selling and so the world of selling has changed. Rela­tively simple times have given way to a selling environment influenced by eco­nomic, political, technological, and demo­graphic factors. The fact is, if you don’t think beyond your own product …

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Managing Poor Sales Performers

managing poor sales performers

One of the most difficult task for a manag­er is managing poor sales  perform­ers. Hoping a salesperson will “self-correct” usually doesn’t get the job done. Perfor­mance prob­lems occur for specific rea­sons and they usual­ly don’t go away unless they are effective­ly addressed. When a salesperson’s performance begins to slips, you need to act quickly and …

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Improving Performance: Are You Treating the Symptoms or the Cause?

improving perfromance

Are your initiatives for improving performance treating the symptoms or the cause? Your answer may mean the difference between success and failure of the initiative and maybe your company. Let me explain. A few weeks ago I developed knee pain and went to my orthopedic doctor. After an MRI and some X rays he told …

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