Category Archives: Sales Managers
May 15th, 2012 | Hiring & Retention, Hiring Salespeople, Sales Management
Share This
A sales management team needs to have an ideal candidate in mind when trying to hire a salesperson, as research and thorough examinations up-front during hiring can help to limit the resources that are wasted on training people who are out of place in the role. The sales training process is important for the development of a representative, but there has to be the right foundation for the manager to work off of. If the candidate is someone who is better-suited for another role at the company, this is a waste of time and money for everyone involved. A sales management team has to look at the specific positions within their sales department and tailor their selection of candidates to Learn More.
Tags: sales management training, sales people, sales reps, sales training management
Leave a comment
May 1st, 2012 | Development, News and Events, Sales Management
Share This
A sales management team has to determine whether they want to build demand for their product or service prior to or after they drive sales, as one of these methods may be a better business decision for the company. This can be dependent on the type of business, as certain companies may benefit from an aggressive marketing campaign prior to building up sales, and vice versa. One example that would help to illustrate the idea of creating demand is Apple and their personal music player products. People do not need an iPhone, but there is a high demand for them that exists. The company came out with the product and created the demand for it because of their marketing push. Learn More.
Tags: driving sales, driving up sales, sales force, sales management training, sales people
Leave a comment
April 10th, 2012 | Hiring & Retention, Hiring Salespeople, Sales Management
Share This
There are several ways that a sales management team can use a 1099 contractor to their advantage, but they need to balance these potential advantages with the drawbacks of using this type of service. Pros They don’t sell, you don’t pay – a rare instance in the sales world. Their performance is gauged based on the sales they make. You are also dealing with an entrepreneur, who has some level of business acumen, because they are running their own deal. They may have some existing sales relationships, which can help you sell your lines and your products through them. They may have market penetration already established and existing customer relationships. This helps to make sure your product or service reaches Learn More.
Tags: 1099 vendor, sales people, sales reps, sales vendors
Leave a comment
December 15th, 2011 | Sales Managers, Troubleshooting
Share This
As a national sales assessment and sales training company, one of the most common requests we receive from sales managers and directors are requests to teach their sales people how to handle rejection. Our question back to them is always the same. Are you sure your salespeople are capable of handling rejection? There are two types of sales skills: hard skills and personal skills. Hard skills include things that can be taught, such as product and industry knowledge, or how to prospect for business or qualify a buyer. Personal skills are more cognitive and motivation-based. They include things such as using common sense, self-management, self-direction, handling direction, empathy, and self image. Hard skills are observable. You can follow a salesperson Learn More.
Leave a comment
December 12th, 2011 | Development, Sales Managers
Share This
What’s hanging on your office walls? If you’re in sales, every cubicle in your office should be filled with pictures of chromed out Harley’s, 35-foot sailboats, walled cities in Europe, and a view of a setting sun through the picture window of a beachfront home. Why the wall bling? Because each one of those images represents the dream of one of your sales reps. The days of throwing up a poster with a soaring eagle that says “Excellence” underneath it are over. Today’s sales managers operate under a different dynamic. The first thing any sales manager responsible for training and motivating a sales force should do is to sit down with each salesperson for a one-on-one conversation about what motivates Learn More.
Leave a comment
December 3rd, 2010 | Sales Managers
Share This
A recession brings one thought to mind – fear. Again and again I see companies make decisions that exacerbate the problem rather than helping their financial viability. Smart companies remain confident and realistic in their pursuit to survive (and even thrive) during a recession. They avoid these three common mistakes:
Leave a comment
