Tag Archives: Sales management

Sales Management to Increase Productivity Do you have sales people that are busy, busy all day, but get to the end of their week without having achieved anything of substance? I am about to show you a sales management technique I learned from a world renown marketing expert, Eban Pagan. It’s a technique that you as their sales manager/coach, can help them get at least twice as much done in a day, whilst actually working less time to do it. Here’s how it works: Most sales people start typically their day off by first checking their voice mail box and … Read more

Podcast Interview with Paul O’Donohue director of Sales Star N.Z. Our friends across the Tasman are fortunate to have Paul O’Donohue in their back yard. My podcast guest today is with  the director of Sales Star which is one of New Zealand’s most respected sales development and training organizations specializing in sales management training. In this interview we discuss the big impact that both sales managers and effective sales process can have on sales and the sales team in general. We got really lucky with the Skype connection and the recording came out beautifully clearly. [audio=http://isegail.dl.hipcast.com/deluge/4737ae80-e02a-8b5d-c919-a6843c36495e.mp3,,download] I look forward to … Read more

Solid Sales Process will Increase Sales How do you, as a sales manager, cope with having to write ever-greater volumes of sales revenue, especially in a tough economic environment? How do you get your sales team to generate the greatest amount of revenue, consistently, year after year?” When asked the above questions, most sales managers generally give variations of the following answers: hiring better salespeople being more aggressive apply more pressure on the sales team increasing the level of prospecting and sales activity ensuring that the sales pipeline is constantly full increasing the selling skills and abilities of the sales … Read more

Sales Management Revenue Generation Proper sales management will help your team get 4 revenue generating appointments a day, 5 days a week. Even in this tough market place, some of you would struggle to process the kind of business that, that sort of productivity would generate! Above you can access a powerful interview that I conducted recently for the members of the www.bulletproofyoursalesteam online system. This recorded “expert” discussion is an end of the year complimentary gift from me, which explains how to make four appointments a day, five days a week happen. Justin Roff-Marsh is a world renown thought-leader … Read more

Sales Management: What is your team telling your sales 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, don’t really know either about our salespeople. In sales management, we neither know 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 team). In my experience as a sales strategist and sales management coach I have witnessed many … Read more

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