Sales Management Archives - Phil Faris Associates

How to Get More High-Paying Customers Without Breaking the Marketing Budget

October 2, 2012 by Phil Faris

Businesses rely on customers to turn profits. But only if you target the right customers. High-paying customers are essential for growing sales and profits. You find these desirable customers by advertising your goods or services. Marketing what your business has to offer is often an expensive and risky gamble that may or may not pay …

Developing Salespeople: Creating a Coaching Budget

August 13, 2012 by Phil Faris

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 …

Developing Salespeople with Effective Coaching

August 9, 2012 by Phil Faris

Developing salespeople doesn’t happen automatically. Many sales manager never invest the time and attention to do so and end up paying the price in turnover and poor sales. Developing salespeople requires you to understand and apply a simple yet powerful coaching process. This process involves three steps. They are: 1. Recognize coachable moments. Coachable moments …

Developing Salespeople with the OREO Model

August 7, 2012 by Phil Faris

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 …

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

July 27, 2012 by Phil Faris

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. …

Sales Message: Is Yours Positioning You to Win?

July 26, 2012 by Phil Faris

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 …

Hiring Solutions: Developing Successful Recruitment Ads

July 13, 2012July 12, 2012 by Phil Faris

Are you looking for hiring solutions for building a better sales force? If you are one of the first areas to look is you recruitment ads. With increasing competition, it becomes imperative that you hire the right person for the job. Otherwise, you face the very real prospect of losing your competitive advantage in the …

Developing Salespeople While Coaching on the Run

March 27, 2012 by Phil Faris

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 …

Hiring the Right Candidate: The Final Decision

March 27, 2012March 19, 2012 by Phil Faris

Hiring the right candidate for a sales position is a challenging task because if you miss the mark you lose time, money, energy and customers. I recognize that it is impossible to completely eliminate “hiring mistakes.” However, it is possible to significantly reduce them as well as minimizing their impact when they are made. Even …

Hiring Solutions: Getting Behind the Candidate’s Facade

April 4, 2012March 15, 2012 by Phil Faris

Looking for practical hiring solutions? Here’s some tips that will increase your effectiveness in hiring the right candidate. One of the most challenging aspects of interviewing candidates is discovering the “real” candidate. Let’s face it; all candidates put their best foot forward in an interview. The hiring solutions outlined here will help you penetrate the …