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

Why Bother With Sales Forecasts

Sales Forecast

What is sales forecasting to you? What does it for your business? How do you calculate your forecasts and act on the results? Most people don’t understand the point of it, because usually it doesn’t work, for them at least. But with the right techniques, sales forecasting can make a big difference in any business. [...]

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Sales Forecasting as a Competitive Advantage

Sales Forecast

Can sales forecasting be a competitive advantage in your sales team operations? It can if you adopt the principles we explain in our Sales Probability and Process Management theory. Most people use sales forecasting as a tool for estimating future income, without a great deal of confidence it has to be said. They’ll also use [...]

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So Just How Confident Are You

Sales Forecast

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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3 Ways To Get Smart With Sales Operations

Sales Manager

Sophisticated sales management software tools for building a small business are hard to find, but we have some you might find interesting. When you’re on top of the 3 Simple Tools for Small Business Success it’s time to get smart with implementing your sales strategy. Getting smart requires a quantum shift in thinking, because the [...]

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