Now that the worst of the recession is behind us, it’s time to think about actually growing the business again. And that means investing in the improvement of the sales…
Improve Your Job Ads, Attract Better Sales Candidates
Good question! It seems that everyone has a favorite response. Some people only use recruiters, and others swear by networking. But classified ads (online and offline) continue to be the…
The Three Most Common Mistakes Sales Managers Make
In most organisations, sales managers are the essential bridge between the company's sales goals and the realisation of those goals. The gritty day-to-day interactions between the sales people and their…
Are You Hindered by Outdated Sales & Marketing Policies?
I call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past, but…
Astute Sales Managers Coach Sales Execs on Personal Improvement
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They'll eventually…
Take Caution in Sales Hiring – Can You Beat the “80/20 Rule”?
Most everyone has heard of, or experienced the 80/20 rule - 80% of the sales come from 20% of the salespeople. For businesses with 5 or more salespeople, it is…
Time to Revise Your Sales Compensation Plan?
If you're paying your sales reps straight commission, you're using an obsolete formula. If you're paying your sales reps a straight salary, you're also using an obsolete formula. Both of…
Do You Have a Tailor-Made Selling System?
"I have my own style of selling." That is a remark I have heard a number of times at sales training seminars, usually from relatively inexperienced salespeople. What they usually…
How to Deal With a Sales Exec Who’s Performance Has Dropped
Every manager has, or will, confront this troublesome issue. It´s arisen in every workshop for sales managers or branch managers I´ve done. One or more of your sales people has…
Transforming Your Sales Force by Creating Specific Expectations
I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been…