Winning Sales Management Strategies

The sales manager in any organisation is likely hero and villain, at the same time. Articles in this category explain our experiences in how to meet the job description while adding value to both the business and the sales team. Our Success in Sales Management tutorial will explain how to get the sales manager’s job, and how to keep it.

How to Define Your Sales Problem

Do you think you have a sales problem? If so you’re in good company. And you’re also wrong. You don’t have a sales problem. You have a strategy problem. The assumptions you made about market, and customers, and your operations don’t fit with reality. Rework the strategy, based on fact rather than assumptions, to solve [...]

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Sales Management Principles and Best Practice

Sales Manager

Are you looking for templates to develop your sales strategy? If so you’re in the right place. Welcome. The mission of this blog is passing on our experience, gained over 30 years, of developing and executing strategic sales management. Naturally we don’t know the specifics of your business, market and resources so can’t relate our [...]

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10 Challenges for Your Sales Strategy

Sales Strategies and Tactics

Do you have a sales strategy checklist – a number of questions, or challenges, your strategy needs to address? Writing a strategy for selling, whether for a market, a team, or even an individual deal, can be tricky. There’s a danger of building incorrect assumptions into the thinking. Testing every assumption avoids that danger, or [...]

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So Just How Confident Are You

Sales Strategies and Tactics

Sales Forecasts based on confidence aren’t worth the paper they’re written on. A subjective, single dimension assessment by sales reps not grounded in fact can only ever be a guess. Consider this example conversation between sales representative and sales manager while reviewing the sales forecast. “How confident are you we’ll win that sale? How sure [...]

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How Can Business Owners Manage Sales People

Sales Manager

For business owners managing sales people can be a problem. Selling can seem a black art, with its own concept’s, language and rules. How can anybody who doesn’t understand the black art manage staff who do? Meanwhile entrepreneurs need sales people to grow their business, and therefore they need to manage them. In this article [...]

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What Makes a Superstar Sales Manager

Sales Manager

What do great sales managers do differently from the merely good sales managers? How do they stand out from the crowd when the head hunters start looking around? When the recession bites, or when market dynamics go against them, how do they keep their jobs while all about them are losing theirs? Good sales managers [...]

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Front Office Box Makes My Nexus S the Complete Mobile Tool

CRM

So it turns out Front Office Box CRM and Sales Pipeline Management works great on my new Android phone.. For the last 3 weeks I’ve gradually been getting used to the Android phone. After 4 years with an iPhone this is more difficult than I expected I’ve been really impressed by the hardware which knocks [...]

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Sales Strategy for Handling Price Objections

Sales Manager

Does your sales strategy include the use of price as a strategic tool for helping control conversations with customers and closing deals? And I don’t mean using discount to win deals! The critical success factor for most businesses is price integrity. Maximise your prices and a healthy bottom line just naturally follows. The reverse is [...]

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Pricing Strategy for Rainmakers

Sales Coach

What’s your pricing strategy for B2B sales? How do you decide the price customers should pay, and then persuade them to go along? How often is your idea of the right price accepted by prospects? How much revenue and margin do you lose when they just won’t agree? If your answers to these questions are [...]

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