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 …
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 …
Will your next sales training event get rave reviews or be panned by a group of disappointed salespeople? Delivering successful sales training requires careful planning and preparation.The six tips described below will help make sure that you cover all the bases needed to succeed. 1. Assess Needs The key to successful sales training is not …
How effective is your sales compensation plan? Does it help you attract the people you need and are you able to keep your top performers? If you’re not satisfied with your compensation plan, you may have one or more of the following sales compensation plans pitfalls. As you review each one, think about your own sales …
Read moreSales Compensation Plans Pitfalls and How to Avoid Them
A common problem on coaching calls is the sales manager taking over the sales call or “stepping in”. Sales managers often ask “when is it appropriate to step in?” Some of the most common reasons given for stepping in are: • The salesperson is really in trouble • The salesperson has made a major mistake …
Read moreSales Coaching : When Do You Step In on a Sales Call?
In today’s demanding marketplace sales managers must have strategies for increasing sales and developing people. Besides enhancing relationships with customers making calls is the best opportunity to do both. This article outlines strategies for making three different sales calls that will drive sales and develop your people. They are: • Training • Joint • Coaching Each has …
Read moreSales Management Strategies: Making Sales Calls with Your Reps
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 …
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 …
Have you ever had to skip a step or two in the selection process because time was working against you? Have you ever been forced to hire someone because the best candidates turned the job down? Have you ever hired someone who looked perfect even though your instincts told you otherwise? If you have experienced …
Read moreThe 10 Biggest Hiring Mistakes and What to Do About Them
Success in today’s competitive marketplace often comes down to pursuing the right sales opportunities. This article explains why this is important and how you can make sure that you do it effectively? The Problem Many sales forecasts are missed and sales careers sabotaged by salespeople spending their time pursing the wrong sales opportunities. This usually …