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1. | Sales Recruiting - How to Hire More Top Sales Performers - Part 2
Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon SUBJECTIVE information. Think about it:
* What are resumes? They are an individual's subjective portrayal of their capabilities and experiences.
* What occurs ...
[Added: 20 Jan 2006 Hits: 366 Words: 746]
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2. | Sales Recruiting - How to Hire More Top Sales Performers - Part 1
Business executives and sales managers frequently complain about "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that ...
[Added: 20 Jan 2006 Hits: 348 Words: 714]
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3. | Sales Process - Maximize Sales by Minimizing "Windshield Time"
During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended).
Sure, you ...
[Added: 13 Jan 2006 Hits: 373 Words: 674]
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4. | Sales Leads - Three Things Every Website Should Do
When I started my company in 2002, I knew I needed to have a website. Why? To provide credibility! How can a company be "real" in this day and age if it doesn't have a website? So, like many companies, I published an informational website that explained ...
[Added: 12 Jan 2006 Hits: 303 Words: 770]
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5. | Strategic Selling - How to Sell Strategically
If you want to maximize your sales performance, take a STRATEGIC approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 ...
[Added: 07 Jan 2006 Hits: 342 Words: 652]
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6. | Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results
How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch.
If you manage a territory that has existing customers, your first priority should be ...
[Added: 04 Jan 2006 Hits: 460 Words: 630]
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7. | Residential Real Estate - How to Attract More New Clients
Doesn't it seem like everyone you know has a friend, relative, or acquaintance that is a realtor? How could anyone, especially someone new to the industry, possibly achieve success when faced with this much competition?
The answer begins to appear when you consider the ...
[Added: 28 Dec 2005 Hits: 292 Words: 754]
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8. | Sales Prospecting - Increase Your Sales by Avoiding the #1 Prospecting Mistake
Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was "the leader in Microsoft hosted Exchange solutions" and he encouraged me to visit his company's website. That was it ...
[Added: 28 Dec 2005 Hits: 274 Words: 793]
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9. | Sales Prospecting - How to Stand Out From Competitors in a Commodity Market
I have received a number of requests for advice from salespeople and sales managers that sell "commodity" products and services. When I refer to commodities, I don't just mean pork bellies or frozen concentrated orange juice. A commodity is any product or service where the target prospect is likely ...
[Added: 22 Dec 2005 Hits: 272 Words: 585]
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10. | Sales Proposals - How to Write Proposals That Sell
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling ...
[Added: 22 Dec 2005 Hits: 322 Words: 741]
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11. | Sales Recruiting - Why Performance-Based Recruiting Produces Top Sales Performers
Many recruiting ads and job descriptions include "knockout factors" that can actually screen out QUALIFIED sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such ...
[Added: 16 Dec 2005 Hits: 300 Words: 803]
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12. | Goal Setting - Achieve Your Sales Goals by Focusing on ACTIVITIES
When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected ...
[Added: 16 Dec 2005 Hits: 278 Words: 739]
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13. | Sales Training - How to "Get Dangerous Quickly" With New Products and Services
In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. The distributor's management felt ...
[Added: 09 Dec 2005 Hits: 260 Words: 505]
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14. | Sales Training - What's Your Goal - Exposure or Behavioral Change?
When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in BEHAVIOR?
Unfortunately, most companies drastically underestimate the amount ...
[Added: 09 Dec 2005 Hits: 249 Words: 812]
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15. | Sales Training - How to Maximize Sales by Changing Your Sales Training Focus
Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability.
Think about it - if every one of your company's salespeople sold every product and service in their portfolio to every business unit, ...
[Added: 22 Nov 2005 Hits: 305 Words: 718]
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16. | Sales Commission - What Return Should You Expect On Your Sales Compensation Investment?
This article answers the following questions:
* How do most companies look at return on investment (ROI) for their sales compensation expense?
* What portion of sales compensation expense do companies allocate to managing existing accounts versus pursuing new accounts?
...
[Added: 11 Nov 2005 Hits: 321 Words: 767]
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17. | Sales Leads - How to Generate Quality Sales Leads Through Public Speaking
Delivering speeches, seminars, and webinars (online seminars) is a terrific way to generate large quantities of quality sales leads. Why is public speaking such an effective lead-generating vehicle? Here are a few reasons:
* Speaking allows you to deliver your message to MULTIPLE POTENTIAL ...
[Added: 11 Nov 2005 Hits: 259 Words: 1168]
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18. | Sales Process - How to Avoid Wasting Time on Prospects Who CAN'T or WON'T Pay
Do you have blind faith that, if you can somehow convince a prospect to engage in a sales cycle, you will eventually make a sale? If you do, watch out! This belief can waste your ...
[Added: 04 Nov 2005 Hits: 361 Words: 824]
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19. | Sales Process - The Secret to Closing More Sales
Most sales training programs that teach salespeople how to sell specific products or services do not mention business problems. This is an unfortunate oversight, as qualifying and quantifying business problems is the secret to closing more sales!
What is a Business ...
[Added: 04 Nov 2005 Hits: 686 Words: 786]
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20. | How to Define Your Company's Sales Job - Part 2
Part One:
http://thephantomwriters.com/free_content/d/r/defining-sales-jobs-pt1.shtml
Here are seven additional factors to consider as you define the parameters that produce success in YOUR company's sales job. If you are a salesperson, you can also benefit from considering these questions, as they can ...
[Added: 29 Sep 2005 Hits: 256 Words: 783]
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21. | How to Define Your Company's Sales Job - Part 1
Would you agree that every sales job is unique in terms of products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? Given these many differences, how can you accurately define the parameters that ...
[Added: 29 Sep 2005 Hits: 221 Words: 665]
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22. | How Effective is Your Elevator Pitch?
Do you truly believe that your company's products and services will help your prospects? Have you ever thought, "I KNOW I could find ways to help (company name) if I could just get (prospect name) to talk to me for 20 minutes!"
Why is it so difficult ...
[Added: 26 Sep 2005 Hits: 266 Words: 937]
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23. | How to Build a Repeat Client Base in Automobile Sales
Here is a question I recently received from a young automobile salesperson:
"I'm a sales rep just starting off. I am 21 years old and have nine months experience at a (auto dealership) store. It is hard for me because I am very ...
[Added: 26 Sep 2005 Hits: 286 Words: 759]
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