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Are Your Sales People up for the Challenge?
Take my free 20 question test and see how many of your salespeople can really sell, or if they are costing you money. The "Are You Salespeople Up For the Challenge" TestRecent Comments
- Andrew Haddleton on Sales Skills- The Secret that Removes the Stress of Selling
- garry klajman on A sales management technique that doubles productivity
- Paul O'Donohue on Learning Sales – Self Leadership – Part 1 – How truly productive are you?
- Michele Prigge on 2 Key Elements Of Successful Cold Calling
- Garry Klajman on Sales Management: 2 Steps for Sales Managers to Get Their Boss’s Attention
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Monthly Archives: July 2008
Sales Management – Costly Mistake Sales Managers Make #7
Sales Management Lessons, Costly Mistake Sales Managers Make #: 7 – Avoiding “The Buck Stops Here!” If you are like much of sales management, trying to swim in the choppy waters of the global financial crisis, then it’s more than likely that the gap between where you are and where you need to be regarding your sales budget/quota , seems to get ever wider and every day. So what do you do? Wouldn’t it be wonderful if there was a magical quick fix solution? As you are thinking about your current sales problems, the further you read, the more you … Read more
Sales Management – Costly Mistake Sales Managers #6
Sales Management – Costly Mistake Sales Managers #6: Not Really Knowing What’s Being Said! What your people are actually saying when they are face 2 face with customers/prospects? There’s an old cliché, which says that “It’s not what you say, but how you say it.” In truth, when it comes to winning or losing sales, we as sales leaders, for the most part, do not really know either about our salespeople. We know neither what our people are really asking or saying, nor how they are asking or saying it (unless we are in retail or managing a telemarketing sales … Read more
Sales Management – Costly Mistake Sales Managers #5
Sales Management – Costly Mistake Sales Managers #5: Is your sales training program a waste of time and money? Is your sales training program a waste of time and money? If you’re like most sales management leaders who have, over the years, commissioned sales training for your sales team, you’re unlikely to report being “completely satisfied” with the return on investment value received. Training impact studies confirm that the knowledge gained at a seminar or workshop falls off significantly within just a few days of finishing the course. Given the way people actually learn, this isn’t at all surprising. Whilst … Read more
Posted in Sales Leadership, Sales management, Sales Training
Tagged sales training programs
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Sales Management – Costly Sales Manager Mistake # 4
Sales Management – Costly Sales Manager Mistake # 4: No Sales Process In reality, the majority of selling organizations don’t have a sales process that was designed specifically for the way their customers prefer to buy. The tragedy is that of those companies that do have a formal sales process, less than 25% of their sales team follow or use it. Typically if a sales organization has 10 sales people, then it is very likely that they would have 10 different selling processes happening within their organization. What other part of your organization would use multiple, untested and ad-hoc processes? … Read more
Selling Skills – Costly Mistake Number 3: No Sales Plan
Selling Skills – Costly Mistake Number 3:No Sales Plan In developing selling skills, most salespeople will learn to have a sales goal – a goal that is imposed either upon them, or one that is self-selected. Having a goal is one thing, but knowing the route that needs to be taken to achieve that objective is another thing entirely! There is a well-known expression, which says, “Failing to plan is planning to fail.” This most definitely applies in the selling arena. Assuming your sales strategy is in order then better and more effective planning is the key to producing consistent … Read more
Sales Management – Podcast of the Most Costly Mistakes Sales Managers Make #1
There are 7 deadly mistakes that sales management can make. Listen to this podcast to make sure you’re not making any of these mistakes which could be hurting your sales. Read more
Posted in Sales Leadership, Sales management, Sales Podcasts
Tagged selling mistakes
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Sales Management – 7 Costly Mistakes – Do You Have the Wrong People?
Sales Management – Costly Mistake Number 1: Having the Wrong People on the Bus Are You Salespeople Really Up For the Challenge? Take the Test Over the last eight to ten years, if we are truly honest with ourselves, we’ll recognize that sales people have not really had to “sell”. In such a boom market, many sales were made because we were at the right place at the right time. Selling prowess had very little to do with making sales. Customers were buying rather than us having to “create” sales. As a result of the GFC, the pool of new … Read more
Posted in Sales Leadership, Sales management
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