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White Papers What I Always Wanted to Know About Sales Management But Was Too Busy to Ask: The Seven Keys to Effective Sales Management How many times have you wondered if you had the best tools to manage your sales force?  Or, just what the best tools for your industry are?  Which tools, for example, give you the best up-to-the-minute “dashboard” of what is going on in your sales team’s effort?  Which tools offer the dual benefit of helping the sales force perform more effectively while, at the same time, making the job of sales management more efficient?  How do you take advantage of the latest technology (customer relationship management and sales force automation systems)?  How much, if any, training should you use? Read article   What I always wanted to know about sales management but was too busy to ask: The Role of a Sales Manager While no two days are alike for any sales manager (truly a blessing), they all resemble the day above in speed and intensity.  At the end of the day when you ask yourself what you accomplished, the answer is often not very complimentary.  Most of us know we need to work “on the business” not “in the business” but struggle to find time to do so.  Such is the plight of sales managers…especially those in growing companies with growing sales forces. Read article Do You Have a Sales Plan? Your sales team has just completed a fiscal year with good performance.  Your boss is happy…therefore, you are happy.  You learned some things, did some things well, made some mistakes, grew the business and, overall, feel good about what has been accomplished.  The new fiscal year is here and you may be asking yourself “what am I going to do to move closer to our objective of excellence?”  “How do we get better?”  Do you have a plan to help with these questions? Read article Implementing a Successful Solution Selling System Our client had invested in a well-respected sales training program expecting to increase their sales force's productivity and prepare the company for expected growth. At a minimum the client had expected to see an immediate, preferably dramatic, increase in their pipeline.to be more exact, an increase in the number of prospects and in the dollar value of their pipeline. While there had been some sales improvement, the client wasn't sure if it was because of the recently completed training or because of several new products which were just released. Secretly, he worried it was the latter. We were contacted to assess the effectiveness of the implementation of the new sales system. Read article Why Prospects Stop Talking to You What is your most recent example of a decision that seems to be stalled and the prospect has stopped talking to you? Do you know why it was stalled? Did the prospect tell you why it was stalled? Probably not. If we have done a good job in the pre-sale environment, prospects end up liking us and generally don’t want to hurt us. They particularly don’t like to deliver “bad news” to us. If they are not ready to make a decision or are favoring a competitor, they can go “mute” or into a stall mode. Read article Preferred Prospect Program When you locate a new prospect that is a good fit for your product or service, but they aren’t in a buying cycle at the current time, it is advisable to ask their permission to make them a “preferred prospect”. This is a non-threatening way to partner the prospect and put him into a more open-minded and receptive mode…and out of critique mode. Here’s how you might do it (of course, feel free to adjust this to your own style so you are comfortable with it): Read article Seven Steps to Recruiting the Best Sales People Does your company have a first-class sales person recruiting system? It is axiomatic that, all other things being equal, a company with a great sales team will outsell one with an average sales team. Imagine if your sales force was comprised of “A” players from top to bottom, with everyone meeting their sales quotas, with low or non-existent turnover! Most people agree that would be fantastic. Yet, how do you go about recruiting the best sales team? Read article Top Eight Reasons Salespeople Are Ineffective This special report is a summarization of eight key areas that impact sales productivity in organizations. My career has been spent working in these areas and helping sales teams improve their performance first as a manager and lately as a consultant. During that time I have been involved almost exclusively in managing and selling high-dollar value products into complex selling environments. Read article Effective Sales Process We define a sales process as everything that happens from the time a market is defined until you have happy, repeat customers. Each company’s process is different yet has many components that are similar. Without an effective sales process, many valuable opportunities are lost. With such a process, your company is able to: Focus sales activities on the correct market/segment Improve forecast accuracy (actually eliminate the need for your sales people to submit forecasts) Read article

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