Sales Management Articles

1). The Five Cardinal Sins Salespeople Commit By : Bill Brooks
We have very candid conversations with the sales professionals who come to our seminars and through those discussions we’ve discovered five critical errors that most salespeople make. Of course, we help them correct those mistakes, but it’s somewhat surprising as to how common they are. Here are the mistakes, see if you commit them in your own sales career.
Article Related to: sales management

2). How to Master the Art of Influence – Washington Style By : Harrison Monarth
Copyright 2006 Harrison Monarth Congressman Patrick Kennedy, Representative of the People of the 1st District of Rhode Island, proved his mastery of influence with the use of a powerful influence strategy just this weekend, after crashing his car into a guard rail near the Capitol building in the very early morning hours. The influencing strategy Patrick Kennedy employed is called "Self-Disclosure".
Article Related to: influence, persuasion, sales, selling, public speaking, media training, crisis communication, sales management, training and development, politics, government, debate, election coverage, speech coaching, speaker training, speaking in public, fear of

3). The Five Basic Reasons Why A Salesperson Underperformed. By : Todd Taylor
Identifying the true reasons of salperson underperformance.
Article Related to: sales management, sales training, organizational development

4). Avoid Being Vague By : Alicia Smith
We are bombarded with thousands of marketing messages daily…on television and the radio, on the internet, in magazines and newspapers, on billboards and other signs, and even at the bottoms and on the backs of receipts. The world is, indeed, a very noisy place. And in order to get heard, we need our marketing messages to be clear and concise. A vague message is one that isn't easily understood - it doesn't speak to a potential customer or client.
Article Related to: marketing, business, customers, advertising, sales, pr, sales management

5). Did You Sell Something Today By : HHG
Joe had a full day with 9 appointments. He comes back to the office with his head hung. The boss asks, “Did you sell something today?” “Not one dang thing”, retorts Joe, “The competition is killing us!” I just wonder how many salespeople and sales mangers have similar days? A recent list of stats on salespeople from www.JustSell.com is as follows: 62%.
Article Related to: selling, sales, management, business, closing, selling process, sales management, salesperson, salesman

6). Top Performers Have These Customer Relationship Skills By : Dennis Sommer
Copyright 2006 Dennis Sommer Do want to be known as "The Expert" or "The Guru"? Do you want to advance your career and income? If you answered yes to both of these questions then you need to become a “Top Performer” in your profession. Whether you are now a Manager, Executive, Consultant, Sales or Service Specialist, then Customer Relationship skills will be one of the keys to your success.
Article Related to: dennis sommer, customer relationship, sales, sales management, sales training, sales coaching, executive coaching, consulting

7). Hire A Six By : Virden J. Thronton
For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type—on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, I’d always recruit the ten. As an advisor to businesses and professional service firms on how to build an effective sales team, I would also council my clients to hire “tens.
Article Related to: sales management, selling, hiring

8). Top Performers Have These Critical Sales Skills By : Dennis Sommer
Copyright 2006 Dennis Sommer Do want to be known as "The Expert" or "The Guru"? Do you want to advance your career and income? If you answered yes to both of these questions then you need to become a “Top Performer” in your profession. Whether you are now a Manager, Executive, Consultant, Sales or Service Specialist, then Sales skills will be one of the keys to your success.
Article Related to: dennis sommer, sales skills, sales management, sales training, sales coaching, sales performance

9). Top Performers Have These Critical Management Skills By : Dennis Sommer
Copyright 2006 Dennis Sommer Do want to be known as "The Expert" or "The Guru"? Do you want to advance your career and income? If you answered yes to both of these questions then you need to become a “Top Performer” in your profession. Whether you are now a Manager, Executive, Consultant, Sales or Service Specialist, then Management skills will be one of the keys to your success.
Article Related to: dennis sommer, sales, sales management, sales training, sales coaching, executive coaching, consultants

10). How To Match Sales Team Requirements With Management Input By : Jonathan Farrington
In commercial terms we should seek to develop our teams in two specific areas i.e. Competence and Commitment. Competence consists of the combination of knowledge and skills whilst Commitment is a combination of confidence and motivation. The degree to which a person has achieved certain combinations of these factors can be defined as Development Levels.
Article Related to: sales leadership, sales, sales management

11). A New Type Of Sales Approach For A New Type Of Customer By : Jonathan Farrington
The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing and direct mail have made the sales call a choice not an inevitability.
Article Related to: sales leadership, sales, sales management

12). Top Performers Have These Critical Communication and Questioning Skills By : Dennis Sommer
Copyright 2006 Dennis Sommer Do want to be known as "The Expert" or "The Guru"? Do you want to advance your career and income? If you answered yes to both of these questions then you need to become a “Top Performer” in your profession. Whether you are now a Manager, Executive, Consultant, Sales or Service Specialist, then Communication and Questioning skills will be one of the keys to your success.
Article Related to: dennis sommer, sales, sales management, sales training, sales coaching, executive coaching, performance improvement, communication, questioning

13). Manage Your Time for Sales Success By : Editor, Insight Bridge
Your time is your life and your business. Master them by being forceful and deliberate! Lose no time in choosing how to use your time. Control your time and you control your life. Let others control your time and your time is not your own. Own it NOW! If there is something you want done and want to do, then schedule it and nothing else for that allotted slot of time.
Article Related to: time management, sales training, sales management

14). Growing Sales Through Creating Connections By : Alicia Smith
Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan.
Article Related to: business, marketing, customers, clients, sales, sales management, product development, strategy

15). Business systems – what are they? By : Matt
You may have heard about them before, but never quite thought about how they can help you personally. They seem to be an ambiguous element of the business world, and when they are discussed, always seem to be this…thing…that other companies and organizations do. What I am referring to is Business Systems From the beginning of modern capitalism in our society, the most successful companies were those that developed a system, or group of systems, to complete their tasks and meet the needs of their customers.
Article Related to: business systems, business, sales management, email management, sales people, manage business, inventory control, stock management, staff training

16). Sales Prospecting for Long-Term Success By : Frank Rumbauskas
Copyright 2006 Frank Rumbauskas One of the biggest challenges facing salespeople when prospecting is that few, if any, new contacts become long-term possibilities for sales or networking. This is due to the fact that an initial contact usually ends at just that – an initial contact, and nothing more. Could you imagine how much more successful you’d.
Article Related to: cold calling, cold call, sales, selling, how to sell, sales training, sales management

17). The Sales Training Series: Never Wing It By : Duane Sparks
Research shows that salespeople will never reach their performance potential without a well defined sales call procedure that they can follow and learn from. "Winging it" on sales calls has grim consequences - lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: Your entire sales career can be mediocre if you "wing it."
Article Related to: sales training, sales training programs, sales management, sales skill, sales training workshop

18). Will You Pass the Flinch Test? By : Lee Salz
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
Article Related to: sales, sales management, sales consulting, sales training, sales best practices, pricing, objections

19). How To Increase Personal Trainer Sales By : Tom Perkins
Learn tips that will increase your personal trainer sales.
Article Related to: personal trainer sales, sales management, hiring tips

20). Start Your Internet Business by Finding The Right Niche By : P. Wolbers
Everywhere you go online you hear that you must focus on a niche for your business. If you are new to Internet Marketing, this is advice you will want to pay close attention to. Every day thousands of people come online for the first time in search of wealth. Many jump right into the markets that are already completely saturated and then wonder why they are not making money.
Article Related to: web marketing, ecommerce, internet marketing, shopping cart, e-commerce, search engine submission, search engines, site submission, website promotion, site promotion, website submission, submission, promotion, optimization, search engine, webmaster, advertising, marketing, business, marketing plan, market research, internet research, internet advertising, web site promotion, trade shows, sales management, affiliate program, free url submission, promotion tools, internet marketing services, marketing and advertising, internet advertising agency, international marketing, search engine marketing, online marketing services, web promotion, marketing on the internet, website advertising services, website traffic, website marketing, website promotion software, online business marketing services, advertising services, web site traffic, web site marketing, email advertising, linking services, internet marketing strategies, online advertising, online marketing, internet marketing consultants, web traffic solutions, advertising consultants, online advertising services, advertising agencies, web traffic, marketing agencies, email marketing, email marketing campaigns, email marketing services, web site promotion advertising, web site promotion technique, web site promotion links, web site promotion companies, internet marketing specialists

21). Cashing In With RSS Feeds By : P. Wolbers
You may already know that RSS stands for Remote Site Syndication, but what does that mean to you and more importantly, how can you use RSS to help you make more money? Simply put, RSS feeds are written in a computer language called XML, a special mark up language much like HTML. This means that they have mechanisms included that identify structures in a document.
Article Related to: web marketing, ecommerce, internet marketing, shopping cart, e-commerce, search engine submission, search engines, site submission, website promotion, site promotion, website submission, submission, promotion, optimization, search engine, webmaster, advertising, marketing, business, marketing plan, market research, internet research, internet advertising, web site promotion, trade shows, sales management, affiliate program, free url submission, promotion tools, internet marketing services, marketing and advertising, internet advertising agency, international marketing, search engine marketing, online marketing services, web promotion, marketing on the internet, website advertising services, website traffic, website marketing, website promotion software, online business marketing services, advertising services, web site traffic, web site marketing, email advertising, linking services, internet marketing strategies, online advertising, online marketing, internet marketing consultants, web traffic solutions, advertising consultants, online advertising services, advertising agencies, web traffic, marketing agencies, email marketing, email marketing campaigns, email marketing services, web site promotion advertising, web site promotion technique, web site promotion links, web site promotion companies, internet marketing specialists

22). 5 Keys to Ensuring a Spectacular Sales Training Engagement By : Lee Salz
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
Article Related to: sales, sales management, sales training, keynote speaking, sales consulting

23). Motivating the Passive Sales Candidate By : Lee Salz
Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?
Article Related to: sales, sales management, sales consulting, recruiting, passive candidates, sourcing

24). Cold Calling Has A Dark Side By : Frank Rumbauskas
Copyright 2006 Frank Rumbauskas Have you ever wondered why sales managers are so insistent that you cold call? Have you ever wondered why many companies will not even consider a marketing budget, and instead mandate cold calling, make it a job requirement, and tell you you’ll be fired if you don’t do it? Doesn’t it seem a bit strange that you’d be.
Article Related to: cold calling, cold call, sales, selling, how to sell, sales training, sales management

25). How To Retain Your Top Sales People By : Jim Klein
Retaining top salespeople should be the first priority of any sales manager.
Article Related to: management skill, sales management, sales training, sales, selling