Your Sales Management Guru

MARCH 3, 2013

Sales Mgmt: Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. Exceeding monthly sales objectives are the goals of the sales organization, especially the sales manager. Are they early? What to do?

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Your Sales Management Guru

NOVEMBER 17, 2014

The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. When dealing with a director, emphasize short-term benefits and appeal to a need to gain advantage. Sales Training'

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Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! For our sales management world, let’s make the same positive assumptions – our sales team consists of quality people with good attitudes and successful track records, and has been properly managed. Make your sales meetings fun. However, there’s one big difference.

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Your Sales Management Guru

SEPTEMBER 12, 2016

The Only Sales Guide You’ll Ever Need! -a And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. KEN HINT: This is a lost art in most sales teams.

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Your Sales Management Guru

JULY 15, 2013

The sales team has been reading one chapter a week and discussing at each sales meeting. . I am presenting my Product for the sole purpose of providing them with a vision of how it can improve their company. Here’s the bottom line: don’t make statements of functionality without following with some type of benefit. .

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Your Sales Management Guru

MAY 23, 2011

Sales Management: “benchmark your business”. Because of this physical experience, one of the fundamental recommendations I make to clients and non clients alike is to physically visit other organizations and actually view how other companies operate. All of these kinds of groups are excellent sources of information.

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Your Sales Management Guru

FEBRUARY 1, 2016

This has caused the salesperson to alter their traditional sales approach. You can then leverage your clients during your prospecting and sales process. This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals.

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Your Sales Management Guru

FEBRUARY 20, 2012

You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. and Canadian respondents both ranked “sales representative” as the job they were having most trouble filling. Create a sales-oriented culture.

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Your Sales Management Guru

MAY 25, 2010

In the world of sales management and revenue generation we would like to make the same assumptions for taking a long-term perspective. This would be true even if your sales team consists of quality people with good attitudes, records of success and has been properly managed. Find ways to be different!

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Your Sales Management Guru

SEPTEMBER 1, 2015

Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization. Ask company leaders to make a list. Define the Ideal Profile.

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Your Sales Management Guru

NOVEMBER 13, 2013

This is easier to develop and can actually provide real value to your business as well as your sales process. Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executive’s face. What’s the sales angle?

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Your Sales Management Guru

AUGUST 22, 2012

I normally don’t focus on specific sales training topics but after several sessions where I was training sales managers on creating effective sales strategies and even experiencing several sales situations within my own business I thought I might raise this topic. The Power of Selling the Influencer .

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Your Sales Management Guru

JULY 7, 2013

The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? Lower cost of sales. Adding “ Thought Leadership ” to your vertical plan will create the gravity to keep your sales pipeline jammed with the right prospects. Plenty, in my experience.

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Your Sales Management Guru

JUNE 27, 2011

Sales Leadership: Building Culture to Increase Profits. As readers of this blog should know, my answer to point number one to build an on-going sales recruiting program. The answer to number two is more challenging but is a critical role in the job of sales leadership, creating a positive culture of high performance.

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Your Sales Management Guru

JULY 6, 2015

Every salesperson and all sales leaders at this time of year must focus on maintaining or even increasing their levels of energy-especially for the months of July/August. With vacations, a summer attitude of relaxation and with the first half of the year completed many sales teams take a deep breath and coast. Focus on attitude.

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Your Sales Management Guru

MAY 31, 2016

In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking. Herein lies the opportunity.

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Your Sales Management Guru

JUNE 22, 2015

I see the same thing at every trade show: hundreds, if not thousands, of company personnel standing around, wearing their logo shirts and nodding politely to passersby, or worse, staring at their phone. Have your sales team invite them several weeks before the show to appear on your “business” radio podcast. The benefits?

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Your Sales Management Guru

OCTOBER 13, 2015

But one area where additional improvements still can be made is the sales organization. Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. They often lack both a strategic and tactical sales plan.

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Your Sales Management Guru

AUGUST 10, 2016

After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all.

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Your Sales Management Guru

JUNE 1, 2015

Last week while working with a client we discussed this topic in great detail and when I reviewed our Trade Show Planning tools from our Sales Management Tool Kit they were amazed at what they were not doing in planning and executing at their events. Need more sales management resources? What are you best tips on working a trade show?

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Your Sales Management Guru

JANUARY 15, 2012

As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements in the acceptance of CRM, as is the price/cost issue, especially for the SMB market. However, what is interesting is 1) forecasting accuracy is still a challenge for the Rep/sales manager’s. What changed?

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Your Sales Management Guru

AUGUST 22, 2011

As we move into the final months of the year ensuring your sales teams are more professional is critical to exceeding your goals. Many clients also lack any type of coaching or mentoring in the field, during or after routine sales calls. The good news: Sales- training programs don’t have to be sophisticated or expensive.

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