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  • +2

    To Lead Well, Speak Well

    To Lead Well, Speak Well
    Great managers can inspire, motivate and train employees, but they ultimately can't get the job done without solid verbal communication and public speaking skills. "Since most communication today occurs on a verbal level, it is critical that people learn to speak clearly and convincingly," says Lenny Laskowski, an international professional speaker and president of LJL Seminars. "Everyone needs to learn how ...
    Rated: +2
  • +4

    What is KPI?

    What is KPI?
    A Key Performance Indicator (KPI) is neither a Goal, nor a Key Result Area (KRA), nor a Target, nor a Result nor a Critical Success Factor. And yet these terms are often used interchangeably with a KPI. A KPI defines itself, to a large extent, by its name; it is a performance indicator, i.e. the performance of the process it is ...
    Rated: +4
  • +6

    Uncomfortable Firing a Poor Employee? Get Over It!

    Uncomfortable Firing a Poor Employee? Get Over It!
    Yes, it sounds very Arnold Schwarzenegger-esque, but most business owners face the point when they have to look an employee squarely in the eye and say, “You’ve been terminated.” Does the prospect make you uncomfortable? Probably. Should you avoid it and mollycoddle the employee in the hopes of a turnaround? Absolutely not. There comes a point where no amount of training, ...
    Rated: +6
  • +1

    The Sales Manager's Guide to Firing & Layoffs

    The Sales Manager's Guide to Firing & Layoffs
    Unless a sales rep has been caught padding his or her expense account, sexually harassing clients, or plain-old dropping the ball with a critical task, you will probably NOT enjoy the process of letting him or her go. More often than not, a layoff comes to those who do not sell well or enough, and in today's economy, pink slips are ...
    Rated: +1
  • +1

    Always Ask: What Can Go Wrong?

    Always Ask: What Can Go Wrong?
    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 ...
    Rated: +1
  • +2

    How Sales Pros Take Control

    How Sales Pros Take Control
    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. ...
    Rated: +2
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    Become a Mobile Money-Making Machine

    Become a Mobile Money-Making Machine
    As far as tech gadgets are concerned, it seems like iPhones and BlackBerry's have all the popularity. But in the world of small-business owners (and consumers), netbook computers, with prices below $500, are increasingly popular. They're small, affordable and functional--once you get used to the small screens and keyboards. As your company is looking into what technology to invest in, consider ...
  • +14

    Seven Steps to Motivating People at Work

    Seven Steps to Motivating People at Work
    1. Ask Ask people questions. There are two goals of asking questions. To find out what people are passionate about and to make sure that they know you care about what they think. [widget:460] If you are at a loss as to what motivates people, their passions are a great start. Do not fall into the error of asking, "What are ...
    Rated: +14
  • +5

    Seven Deadly Sins of Leadership

    Seven Deadly Sins of Leadership
    h4. 1. Passiveness Leaders cannot be passive. Direction must be given. The needs, wants, thoughts of the leader must be known and asserted. Leaders need not be aggressive. They must, however, have the full range of assertive skills, ranging from basic assertion of their needs through to consequence assertion when their needs are not being met. h4. 2. Unaccountability Leaders take ...
    Rated: +5
  • +5

    Seven Deadly Sins of Managing Change

    Seven Deadly Sins of Managing Change
    1. Haziness A poorly defined goal leads to a difficult to control change. Organizations become stuck in transition from the period of shock and denial to the period of acceptance of change; letting go of the past. They do so because people have different views on what is the goal. Different views of the goal create actions which are not congruent. ...
    Rated: +5
  • +2

    Sales Managers Must Manage People, Not Just Sales

    Sales Managers Must Manage People, Not Just Sales
    Why is moving from a job in sales to sales management so difficult? Why do some salespeople excel at selling but fail at managing sales staff? While the principles within the field are the same, the overall skills you need to succeed are very different, says Tony Alessandra, a professional speaker who wrote several books on sales management. Alessandra explains that ...
    Rated: +2
  • +6

    The Secret to Winning Back Customers

    The Secret to Winning Back Customers
    There's a difference between lost customers and dead customers. Most sales managers and salespeople don't make that distinction, but Jill Griffin does in her book Customer Winback: How to Recapture Lost Customers - and Keep Them Loyal. In the rush to get new business, we ignore lost business. Marketing Metrics, a Paramus, New Jersey-based consulting firm, estimates that the closing ratio ...
    Rated: +6
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    Smart Leaders=Productive Employees

    Smart Leaders=Productive Employees
    In tough times like these, your need employees to be up-front about problems they're experiencing on the job-whether it's an angry customer, a process that no longer works or a project that's heading for disaster. Smart leaders know that employees are a source of new ideas, as well as a first line of defense against damage to the bottom line. For ...
  • +2

    The Unprecedented Sales Management Challenge for 2009

    The Unprecedented Sales Management Challenge for 2009
    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 ...
    Rated: +2
  • +3

    Vision Statements That Confuse and Bemuse

    Vision Statements That Confuse and Bemuse
    Since the 1970's vision statements have adorned the walls of most organisations, being used to communicate the direction in which an organisation is heading. Most are poor vehicles for that communication and serve mainly to confuse or bemuse the employees they are supposed to guide. The majority of vision statements are poor. At best these poor vision statements are not ...
    Rated: +3
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    Scenario-Based Training

    The world that people live and work in is complex. The behaviors and skills required to solve a simple problem are always multi-dimensional. And yet much, or indeed most, training developed and executed in corporate training programmes are linear in nature. This mismatch between the real world and the training world makes certain that many organizations are wasting their training dollar. ...
  • +2

    Seven Principles for Achieving Success as a New Manager

    Seven Principles for Achieving Success as a New Manager
    The actions you take during your first few months in a new job powerfully influence your overall success or failure. Transitions are pivotal, in part because everyone is expecting change. But they also are periods of great vulnerability for new leaders who lack established working relationships and detailed knowledge of their roles. New leaders who fail to build momentum during their ...
    Rated: +2
  • +3

    Recession-Time Secrets from Real-World Managers

    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 ...
    Rated: +3
  • +11

    Redefining Sales Management’s Role is Inevitable

    Redefining Sales Management’s Role is Inevitable
    Are you a sales manager or sales executive? Are you aware that there is a radical change coming to what you do and how you do it? If your company already uses an Sales Performance Management or Sales Force Automation program you may already be feeling the beginnings of the change. If your company has a CRM program, over the coming ...
    Rated: +11
  • +2

    Salespeople Do Not Fail – But Managers Often Do!

    Salespeople Do Not Fail – But Managers Often Do!
    The responsibility for ensuring that every member of a sales team is successful and performing at optimum levels lies entirely with management and when a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules. The salesperson’s primary working relationships ...
    Rated: +2