SalesHQ

Sales pros aren't the only ones who can offer valuable lessons in the art of persuasion. I saw a great sales job in the Tampa airport by a person who probably didn't even see himself in sales. It was an airport security person who did a masterful job of crowd control. We had an 8 a.m. flight from Tampa to Toronto. ...

When Jack Welch was chairman of General Electric, he would regularly ask the top managers in the company's 14 major businesses a series of questions about the global competition. These questions are worth sharing. What are your global market dynamics today, and where will they be over the next several years? What actions have your competitors taken in the last three ...

Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship. My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes ...

The responsibility for ensuring that every member of the sales team is successful and performing at optimum levels lies entirely with management and below are the eight reasons why sales people fail. In fact, I usually ask just three very straightforward questions, in order to identify why a salesperson is underachieving i.e., • Are they visiting/talking to enough clients/prospects? In other ...

As a manager, executive or business owner your top priority today is exceeding company goals. You can't do it yourself, so the best way to exceed your goals is to have what we call "High Performance Teams" working for you.   High performance teams are a special class of team that has the ability to easily adapt in a rapidly changing ...

Her name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running. Frankly, it bugged me. Why should Solitaire Cindy game her day away while I busted my hump in my job, along with my fellow employees? I asked her manager how she felt ...

Today's employees believe in themselves, but not necessarily in their leaders. That unsettling statement is one of the findings of rogenSi's Global Mindset Survey. The survey results provide a wake-up call to senior executives to build mental toughness and resilience by creatively connecting with and inspiring their people at a deeper and more meaningful level or risk high levels of disengagement. ...

As a sales manager, for years, you've had Human Resources preaching to you about the importance of work-life balance for your sales team. They reminded you that studies showed that productivity increased when employees had balance between their work life and their personal one. They told you that the team needed time to recharge their batteries so they could sell more ...

h4. The saying goes, "Desperation is the mother of invention." Everyone is looking for fresh ideas on how to manage through the recession. So over the past three months Businessweek Magazine sought their readers' insights. More than 350 people responded to the survey. It was clear that while the downturn has forced many to cut back, it has also spurred ...

Delegation involves transferring to others the right and duty to perform certain tasks to certain standards. It is successful when subordinates have the personal qualities and competence to carry out the tasks. Decisions should be taken as close as possible to the point where they will be carried out. Delegation is the transference to others of the authority and responsibility for ...

Here’s an interesting statistic. 99% of every person’s DNA is exactly the same. Only 1% of our DNA makes us different and unique. Unfortunately, stating that you have a great product, service, staff or company reinforces the similarities between you and your competition, rather than what makes you unique. Most salespeople are saying the same thing when attempting to distinguish themselves ...

Paul had suddenly been experiencing major problems in his telesales career because many customers would not call him back. He estimated that up to 90 percent of customers were ignoring him. This was affecting his sales number and his commission. Normally in the top 3 reps in the office, being at the bottom was a huge blow to Paul emotionally and ...

The year 2007 is now officially almost half over. Is your sales team performing at their maximum potential? In recent articles, we’ve covered a range of tips and techniques to help professional sales people fuel their success. This week, as the height of summer approaches, we’re focusing on all the sales managers, business owners and sales leaders out there who are ...