sales management

Sales Strategies and Tactics Explained in Stories

Sales Stories

Understanding sales strategies and tactics can be difficult, especially when you aren’t all that experienced in the world’s second oldest profession. So many of the concepts are counter-intuitive, the opposite of what you might expect. And there’s so much other contradictory comment published on what’s good practice, and what’s not. It’s all very confusing. That’s [...]

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Is There Stratagem in Your Sales Strategy

Sales Strategies and Tactics

Is there a role for stratagem in your sales strategy?  There is, but probably not the one you might automatically consider.  The objective of stratagem in this concept isn’t laying a trap for your prospect.  It’s laying a trap for your competition. One of the Principles of Professional Selling is Never Mislead a Customer.  Fooling [...]

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The Sales Manager’s Dilemma

Sales Stories

Nobody should generalise about sales managers. There are so many different types of business, and so many different ways of making them work. There are so many different approaches a sales manager can take. But there’s one dilemma most sales managers confront constantly. Stuck between the CEO’s need for revenue, sales guys complaints about product [...]

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Send Your Best Sales Guy On Every Call

Sales Manager

Would you send your best sales guy on every call if you could?  You know, the one who seems to have a special knack of asking the right questions, and understanding the answers. The one who’s sales forecast always turns out to be the most accurate. The one who knows when to hold the cards, [...]

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Your Own Sales Coach Online

Sales Coach

At last sales professionals can have their very own sales coach – online. At all hours of day and night, anywhere in the world, they can check their sales plan against a database of best practice. The coach gives an immediate assessment of the degree of qualification for the deal, and a list of recommendations. [...]

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The New Sales Manager’s 3 Brown Envelopes

Sales Stories

This new sales manager received the coaching he needed in the brown envelopes he found in his desk, on the first morning.  His predecessor had kindly passed on the advice he’d himself received from the guy who was there before. Advice for New Sales Managers is one of our Sales Stories from the Front Line, in [...]

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Coaching Sales Management

Sales Manager

Where can sales managers go for training? And where can they access coaching – in the philosophies, strategies, processes and tools they need to get the most out of their sales team? Usually, the best sales people get promoted to sales manager. They know a lot about selling, obviously, but rarely know much about management. [...]

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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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4 Roles for Management in Your Sales Team

SPPM

Does Sales Management mean there’s management in sales? How many roles are there in sales for management? And does that management add any value or simply get in the way? This is a complex question anybody involved in selling needs to understand. Learning to manage the management should be the first class in sales training, [...]

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