sales management

What’s New About Sales Team Performance Management

Sales Team Performance Management moves selling – the worlds second oldest profession – into the modern era. It adapts the concept of continuous improvement, made popular by Japanese manufacturing, to the whirlpool of market dynamics. It focuses as much on those dimensions the sales force can’t control as it does the ones it can. The [...]

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Why Did You Lose That Deal

SPPM

Sales Team Performance Management – STPM – sounds like a consultants pitch for a new project, and in some ways it is. In other ways its a simple concept every business should understand, and in yet more its a combination of information, systems and processes. The one thing it isn’t (for the moment at least) [...]

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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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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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Solving My Prospect List Puzzle

Sales Manager

Prospect lists are simple, right? except they’re rarely even close to reality. A bit like fairy tales. No wonder we don’t like making them. No wonder we’re reluctant to rely on them. No wonder we’ll change them for new ones at the end of the month, and ignore what went on before. Too often the [...]

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Find Deals You Can Close, Focus on Those in the 4th Quarter

Sales Manager

Strategy for Sales and sales management is never more important than at the beginning of the 4th quarter. This is when the tough get going. With just 3 months left until the clock goes back to zero, now is when we win a reputation, and build our bonus. Everybody with an interest in revenue and profit [...]

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4 Sales Tools to Increase Productivity

Sales Manager

Four simple Sales Tools can make the difference between the average sales performer and the Ninja superstar. They have nothing to do with clever tricks or motivating philosophies. They have everything to do with being organised, focused and productive. Anybody responsible for sales, from the raw recruit to the Managing Consultant, will produce more revenue [...]

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