Failing to delegate severely limits the time you have for focusing on the areas that are most important at work and in your life. Many people are doomed to “major in the minors” because they can’t or won’t delegate. Think of delegation as simply insuring that the right things get done by the right people. If you want to …
Want to increase sales? Analyzing your time management practices is a great place to start. Time management practices are what you do and how you normally manage your time. Research shows that effective time management practices are one of the greatest contributors to high performance. Time management practices reflects what you routinely say “yes” to …
Many sales executive wonder why sales training fails to get results. Unfortunately, many sales managers and trainers spend time and effort doing sales training that never deliver bottom line results. We’ll explore the twelve most common reasons why sales training fails and what to do to avoid them. The twelve reasons are: 1. No support. …
A critical measure of success in leading change is your commitment. Once you’ve weighed the options, given others a chance for input and settled on the best course of action. You must be resolute, even passionate about your determination to follow through. If you can’t be excited about where the organization is going, how can …
To be a successful sales manager and increase sales you must learn how to effectively perform curbside coaching. Every sales call presents “lessons to be learned”. Salespeople who learn these lessons best develop their capabilities and improve their performance. Those who don’t or can’t learn the lessons find themselves doomed to mediocrity or failure. Your …
Because today’s marketplace offers an abundance of the unknown, it’s important to develop creative risk taking strategies. This means you must become a creative risk taker and learn to “play to win” not “play not to lose”. Although Creative Risk Takers play to win, they know that success is never permanent and failure never fatal. …
Due to the demands of the New Economy organizational change is running rampant in corporate America. Unfortunately, most of it isn’t working, or at least, not as well as it’s supposed to. Success of formal change programs in Fortune 1000 companies is rare. Reports indicate that more than half are disappointments or outright failures. Whether the change initiative …
Improving sales performance is an ongoing challenge for sales executives and business owners. One tool available for accomplishing this goal is sales training. Sales training is an option if you need to change salespeople’s behavior or improve their skills. Ultimately, sales training must produce good performance to be worth the time and resources it takes …
Here are some key negotiation tactics that you should use before you cut your price. In today’s New Economy businesses and consumers are looking for the best deal. They are bombarded in the media with sales, specials, promotions and coupons. This usually means you will be facing a buyer who has done homework and will …
Read moreBefore Cutting Your Price Try These Negotiation Tactics
Let’s face it; we’re experiencing an economy that is different than anyone has seen in the past. This means there are new rules of engagement. Being good enough just doesn’t cut it anymore. Companies either lead or get left behind! What most companies have learned is that the new economy is very unforgiving. Every sales …