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Category Archives: Sales Managers

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Hiring the Right Salesperson for a Financial Role

 

It is important for a sales management team to understand that hiring the right people, either from a talent pool or from another organization, is especially important when operating in a specific sector. Hiring salespeople from another organization, who come with business experience in the field and relationships with customers in the vertical, is something that is ideal for a manager. Buying sales reps with a platinum Rolodex is just like buying a company with a solid customer base. In some cases this is a great deal for the hiring company. A known sales rep with a solid book of business and strong client relations can carry that business to another company, but this can depend on the contractual agreements Learn More.

 

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What Qualities are Ideal for a Salesperson to Possess?

 

Though the market is constantly changing and evolving, the world of sales has not strayed far from its roots. The ideal salesperson is still going to possess some of the same qualities that have always driven success for individuals placed in this role. There are certain things to look for in each candidate during sales hiring periods, and the type of person that will succeed in the role is likely to possess specific qualities. A sales management team has to outline exactly the type of representative that they are trying to bring on to the team, and this can often differ depending on if they are looking to fill an outside or inside role. If they’re a prospector, they will Learn More.

 

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What Percentage Of Your Sales Management Team Should Be People Promoted Internally?

 

The idea of promoting someone within your organization to a higher position is a consideration that many businesses rely on without putting in the necessary thought and examination for each individual. Although it may help to foster a community within the company, there are many instances when the wrong person gets put in a management role and hurts the business because they are unqualified. I do not think it matters where the sales manager is chosen from, as it comes down to whether or not the people who are put in sales management positions have the necessary qualities for the job. They need to come in and hire, coach, lead, motivate and drive. This can either come from an inside Learn More.

 

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Dealing With a Sales Team That Comes in Under Quota

 

A sales management team may have to deal with the issue of representatives at their company coming in under quota, despite the fact that they are putting in a significant amount of effort to try and reverse this trend. Managers may be puzzled as to why their salespeople are reporting low numbers, but this is now their problem and making this determination is part of the reason they were asked to take that position. The sales manager has to find the answer as to why sales reps are not meeting quota by sitting down and examining the approach that they took and the methods they used in an effort to make the sale. Working hard does not mean that they’re Learn More.

 

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What are the Ideal Qualities of a Modern Day Salesperson?

 

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.

 

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Do You Build Demand Before Driving Stronger Sales Or The Other Way Around?

 

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.

 

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What Are The Pros And Cons Of Using A 1099 Contractor For Sales?

 

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.

 

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Is Your NBA Center Only 5’2”?

 

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.

 

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Achievement Posters: The New Office Dartboard

 

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.

 

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