Challenges with Managing via the Sales Funnel
The concept of a sales funnel is one of the most common models for managing sales activities and sales teams. This model is built on the understanding that you put in some amount of activity into the...
View ArticleHow to be a Good Sales Manager
Figuring out how to be a good sales manager helps those in management as well as all the staff which report to the sales managers. Before looking at some principles to create improvements, let’s talk...
View ArticleUsing Sales Role-Play to Improve Sales Performance
Sales role-play is a tool which can be used to decrease uncertainty of how a sales person is going to perform keeping in mind that working as a sales person can be very challenging. Two people...
View ArticleKey Skills for Sales Associates
The great thing about sales is that there are certain skills for sales associates that can lead to successful sales performance. Communicating Value It will be important for sales associates to be able...
View ArticleBuilding Good Sales People
Finding and keeping good sales people is key to success for any business and sales organization. While there can be some challenges with getting the best people on the team, there are some ways to get...
View ArticleHow to Increase Sales Revenue
Pretty much every business and sales organization focuses on how to increase sales revenue. The following are seven specific areas where attention can be focused to try driving an increase in sales...
View ArticleHow to Measure Sales Effectiveness
It can highly improve management of a sales team by knowing how to measure sales effectiveness. You won’t have the information needed to make the minor adjustments which will help you to increase your...
View ArticleSales Growth Formula Video
Just about every sales person, sales manager, and business owner is interested in getting their particular sales growth formula in place. In this video, there is a demonstration of a three-step process...
View ArticleSolving the Sales Growth Problem (Part I)
Driving sales growth is something that every sales manager and business owner are concerned with. In this series of blog posts we will go through an real-world example that is similar to what many...
View ArticleSolving the Sales Growth Problem (Part II)
Where we left off in “Solving the Sales Growth Problem (Part I)”, we were discussing the challenges that Sam, a sales manager at XYZ Corp. is experiencing with his sales staff. We identified that the...
View ArticleSolving the Sales Growth Problem (Part III)
In “Solving the Sales Growth Problem (Part II)”, we discussed how Sam, the sales manager at XYZ Corp., could tie some of his sales performance challenges to problems to his approach to training his...
View ArticleHow to Increase Sales Volume
Something which every business owner, sales manager, and sales professional care deeply about is how to increase sales volume. It may seem that sometimes you have to be more lucky than good for...
View ArticleSolving the Sales Growth Problem (Part IV)
In the previous parts of this story of trying to drive sales growth, we outlined that Sam is struggling to get consistent results from his sales team. We identified that one of the causes of this is...
View ArticleWhat is SalesScripter?
A question that gets asked all the time is “What the heck is SalesScripter?” It is actually not an easy question to answer because there is nothing like it out there and the scripter actually does many...
View ArticleWhy SalesScripter?
At first glance, someone might see the name SalesScripter and think “I don’t need (or like) sales scripts so this is not a fit for me” and they move on. The unfortunate thing about this occurrence is...
View ArticleBuilding Good Sales People
Finding and keeping good sales people is key to success for any business and sales organization. While there can be some challenges with getting the best people on the team, there are some ways to get...
View ArticleSelling is Tough
Selling can be tough. So we thought we would try to add a little humor to the process and try to brighten up your day. Please enjoy this video that we put together.
View ArticleSales Training Webinar – How to Improve Onboarding New Sales Hires
Your effectiveness with onboarding new sales hires will have a direct impact on the overall sales results of your sales organization. This video is a sales training webinar that we hosted that outlines...
View ArticleIt Can be Easy to Not Ask the Right Sales Questions
Most salespeople do not ask enough or the right sales questions. While this is not good and can be having a negative impact on sales results, it is actually very understandable for few...
View ArticleHow to Provide Sales Coaching When You Are Also the Sales Manager
It can be tricky to provide sales coaching when you also play the role of sales manager. For real high quality coaching, you will want a real open line of communication between the coach and the person...
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