You may make sales calls all by yourself. That may be the reason why you think you work all alone. You really don’t. Your management has a role to play in your selling. They also have a responsibility to help you sell. How should you sell? Some managers think that when they hire a salesman he should know how to sell. It’s almost like thinking someone will figure out how to … [Read more...]
What makes a great salesperson? A great sales manager.
Behind many great sales professionals are great sales managers. A sales manager is someone who can make selling much easier---or a whole lot harder. Management defines the process. Too often management expects salespeople to do the impossible. They hire salespeople and say, "Go sell." You wouldn’t expect someone on the assembly line to figure out how to assemble a product. Why … [Read more...]
Sales Management & Sales Strategies: June 2014
THE MONTHLY SELLING NEWSLETTER WITH IDEAS TO SELL MORE NOW June 2014 The Selling Quote for the Month “The only thing necessary for the triumph of evil is for good men to do nothing." -–Edmund Burke For Salespeople... Do … [Read more...]
Can Jack Welch help you sell?
Did you see the column in the Wall Street Journal that Jack Welch wrote to defend his famous GE forced ranking program? It’s also known as rank and yank. Welch makes a compelling argument for rank and yank. When executed successfully, employees know well in advance of a review how they are perceived in the organization. Welch consistently asks his audiences, “How many of … [Read more...]
Do Prospects Hit the Delete Key With Your Voicemail When You Sell?
There are just a few reasons why you're not getting a meeting with a prospect. Are you giving them a compelling reason to meet? Do you sound credible? Do they have a reason to believe you can deliver what you say? If your voicemail is irrelevant to their business get ready for the delete button on their voicemail. If you sound hesitant, too cocky, too meek, or unprofessional … [Read more...]
What Every Sales Manager Should Know
Imagine being hired to work on an assembly line. On your first day your manager gives you your work instructions. He says, "Put the parts together any way you want. It's fine with me." Sounds nuts? Well why is this being done in sales? Your manager should have an idea of how many quality sales calls you should be making a day. At least he should know a range. He should know … [Read more...]
Sales Managers Need to Manage.
Imagine yourself at a sales meeting talking about a prospect and your current sales status. You ask for an update from one of your sales team members on Company XYZ and the contact, Mr. Smith. At the next sales meeting you ask for an update. You get a dumbfounded look. Why? There is no Mr. Smith. There are too many sales managers who get sold. What they're buying is an … [Read more...]