May 1st, 2012 | Development, News and Events, Sales Management
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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
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December 12th, 2011 | Development, Sales Managers
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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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