sales rep

Recognising Bad Sales Managers

Sales Manager

A bad sales manager can be more damaging to the business than almost anybody else. The problem is s/he appears to be one of the team and yet undermines the most important function – winning and keeping customers. It can take a long time for the bad sales manager to get found out, and even [...]

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The Sales Secret You Shouldn’t Need

Sales Coach

The Sales Secret -how many times have you read about this special tip which will turn your life around, transforming you into the top producer? I’ve read too many, much to my annoyance. In fact when the need to get really angry about something comes over me that’s where I go, to read what some [...]

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Sales Managers Survival Guide – Review Questions

Sales Manager

Every Sales Manager needs a set of questions they’ll use to review their sales reps pipelines and qualify the deals in them. Those questions will tell them the probability each deal will turn into a real sale, and highlight risks of losing out to competition, or of the sale not going down. Ideally the same [...]

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Talk About Money Early and Price Late

Sales Coach

Image via Wikipedia Price, Cost and Money Price is usually the first question asked by the prospect, and needs to be the last answered by the sales rep. The sales guy should sell on cost and close on price. If that doesn’t sound like a customer friendly strategy I’ll understand. Refusing to answer customer questions [...]

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7 Measures of Sales Performance in Relationship Management

Sales Manager

A measure of relationship management is a crucial element of sales performance.  Once the customer relationship has been established, the sales guys job should be about driving more value from it.  This isn’t just the age old difference between hunters and farmers.  Sales reps charged with farming an account should also be hunting out new [...]

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The Worst Kind of Sales Manager

Sales Manager

Which is your worst type of sales manager? The bad and inept sales manager is the typical sales reps biggest problem – not product, or marketing or even competition. The fact is the great sales manager knows when to stay out of the way, and how to help when asked. The bad sales manager seems [...]

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