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.

Answers to Questions You Didn’t Know to Ask
You already know about selling, but maybe managing sales is a different matter. How about an introduction to the philosophies, strategies, and processes used by professional sales managers? That’s what you’ll get from our eBook Succeeding In Sales Management – Preview and Buy Here

What Sales People Can Learn From Supply Chains

Sales Strategies and Tactics

Professional buyers can teach sales people a lot about selling. In fact sales people can learn a lot about selling, when they’re buying for themselves. But there’s one aspect of buying sales people will not learn on their own – the supply chains professional buyers build. Supply chains are interesting, because they seem to contradict [...]

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Automated Sales Management Could Be a Reality Soon

Sales Forecast

Will we see systems for automating sales management soon? With today’s competitive markets, and corporate demands for more performance at lower costs, there has to be a compelling business case. Smart software already makes operations more efficient, and cost effective in other applications. Many services which used to be personal and labour intensive are now [...]

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Who Needs a Sales Strategy

Sales Strategies and Tactics

Why do you need a sales strategy? Surely success in sales and sales management is all about tactics – individual responses to unique customer needs. No two customers, no two opportunities, and no two sales deals are the same. The only strategy any sales manager can make work is “whatever it takes”. Do whatever is [...]

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A Role for Sales People in 2012 – Customer Experience

Sales Strategies and Tactics

Is there a role for sales and sales management in 2012 and beyond? The traditional sales tasks in prospecting, pitching and closing seem to be redundant now the Internet has enabled customers to do their own research, and marketing to do the pitching. Maybe 2012 is all about transitioning the role of revenue generation from [...]

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How to Define Your Sales Problem

Sales Strategies and Tactics

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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The Good, The Bad and The Ugly Sales Guys

Sales Forecast

What’s the difference between good and bad sales people,and how can you assess them. Is it activity rates, close rates, total sales, or margin, or customer satisfaction? Maybe it’s just making target quarter after quarter. The red meat issue, for those who don’t know about selling, is activity. It’s a simple measure, and easy to [...]

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5 Ways to Forecast Sales – Which One is Yours?

Sales Forecast

How many methods or techniques are there for sales forecasting? There are 5, in my experience, offering varying accuracy and utility. Here’s the background and a short explanation of each. We all know forecasting sales is a tricky business. It always involves some element of hope, combines a little fear, and is based on some [...]

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