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sales management

Sales Sucks When They Say No, Fighting Rejection

May 8, 2009

Image by Getty Images via Daylife Every “no” reminds me how much sales sucks. But, each “yes” makes me hunger for the next big win. This is the emotional roller-coaster of sales. How do you train to fight through rejection and increase your sales performance? Good Sales is … Good sales is a position of [...]

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Your Sales Process is Critical to Success, Perfect It!

March 25, 2009

Image by Getty Images via Daylife Internet marketing is an amazingly complex and sophisticated art form. The things marketers are doing to bring you the “right” customer is incredible. However, do not over estimate the capability of marketing to close a deal for you–it can’t. In fact, there are some studies that show, at best, [...]

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9 Building Blocks of a Winning Sales and Marketing Strategy

March 17, 2009

Image by JohnHallAssociates via Flickr As the market continues to deal us tough challenges it is time to look deeply at your sales and marketing strategies. Take a few moments away from trying to grind out sales and think about the big picture. Where are you headed in 2009? 1. Write Down Your Mission: It [...]

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Don’t Make These 10 Sales Management Mistakes

March 16, 2009

Image by lumaxart via Flickr Do you want your sales team to reach their maximum potential? Of course you do. Unfortunately, we as sales managers often make simple mistakes that cripple the motivation and productivity of our sales force. Here are some of the most common you should guard against. We are already battling a [...]

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Carefully Consider the Behavior Your Sales Incentives Reward

February 26, 2009

Image via Wikipedia Sales compensation and commissions are somehow embedded in the DNA of good sales people. They can optimize the pay-out math on their sales pipeline faster than calculating new debt or mortgage payments. It is a simple fact of sales management. So, when you consider your sales incentive plan make sure it will [...]

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Are You Cutting Back or Blasting Off? Sales Motivation is the Key

February 20, 2009

Image by Mr. Wright via Flickr The natural reaction when sales slow or you hit a closing slump is to cut back on the important things: less training, less motivation, less sales people. This approach is guaranteed to set you on shaky ground to blast your way out. Sales motivation should be a key element [...]

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Sales Motivation, Important for Your Team and Your Customer

February 19, 2009

Image by lumaxart via Flickr There is not a sales person out there that would argue with the role of sales motivation in winning deals. Every sales meeting and rally should be packed with motivation. Motivation to set goals, break records, and bring revenue. Is something missing? Do you feel like this isn’t working anymore? [...]

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GTD: Your Sales Process Should Model This Popular Time Management Methodology

February 9, 2009

Image by dead_squid via Flickr The current interest rate environment has cranked up the pace and volume at the average mortgage or debt business. However, the economic environment is still on very shaky ground. This is sending folks scrambling looking for more efficient ways to manage leads and time. Time management experts would tell you [...]

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