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Environmental Expectations (Popularity:  )
Your environment and the expectations of that environment should be persuasive. In a theory they call the Broken Window Theory, James Wilson and George Kelling suggest that a building full of broken windows will cause people to assume that no one cares for the building or its appearance. This in turn will spur more vandalism. In other words, the environment's condition gives suggestions that lead people to hold certain assumptions, ...
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National Account Planning - Is it Worth It (Popularity: )
Size Does Matter
The natural assumption may be to associate national accounts planning with large international enterprises. However, critical mass alone does not guarantee success. The fact of the matter is that the larger the company, the more challenging it becomes to develop national account program planning and the less likely it can act quickly on those plans. Size does matter, but size often slows reaction time.
A national accounts plan does ...
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Don't Just Interview Sales Candidates- Interview Past Managers- Too! (Popularity: )
I was just spending a few minutes at the Chicago White Sox web site, absorbing some of the techniques being used by pitching coach, Don Cooper.
He was jumping on his staff for exhibiting too much of a laid back quality. Instead, he wants them to aggressively challenge hitters.
The article got me to thinking about the coaches I had in baseball. Some were laid back, others were micro-managers. I was trying ...
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Sales Team Motivation - A Pathway to Success (Popularity: )
http://jdbbusinessconsulting.com
Most Sales Managers believe the way to success is in the numbers. This is not necessarily true. Since a sales team is primarily comprised of a manager and the people that report to that manager, we would all agree they have one thing in common. Salespeople are first and foremost people. In years past, there was a Vice President of Sales and a Sales Director sitting in an office someplace ...
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Creating Personal Expectations (Popularity: )
http://www.PreWealth.com
Many people don't like the idea of goal setting; in fact, just the mere mention of the words makes them cringe. However, there is no doubt that goal setting works. The problem is that most people aren't doing it the right way. I am not going to spend time talking about the many aspects of goal setting--the bottom line is that goal setting works and is an important aspect of ...
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Dignity – Salesmanship and the Beatle-card Close! (Popularity: )
http://www.paulshearstone.com
The competitive genre of salesmanship is based on a brotherhood that honors its members with respect, who, in turn, owe each other, uncompromising loyalty. …Paul Shearstone 1997
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Over the last few decades, I have watched as simple things like common courtesy and respect - the rules that govern basic human interaction - have deteriorated to levels the last generation would not have believed. Unfortunately, today we live in a world that ...
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How to Build Master Superstars (Popularity: )
http://www.sellingatmastery.com
In a highly competitive marketplace, the roll of a sales manager can easily become blurred. Emphasis is often directed to the short term "Now' transactions where salespeople are pushed to achieve quick successes. Sales managers are often 'under the gun' to obtain these results for owners and senior management. As a result, sales managers may neglect their other vital area of responsibility, sales member development. This article showcases seven strategies ...
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The Role Of Communication In Sales Management (Popularity: )
http://www.jonathanfarrington.com
In my mailbox this week was a message from a young guy in Australia who has just taken his first step up into management: His question was quite simply – “What is the most important management trait I should consider developing first?”
Very interesting question, because there are several essential traits that need to be developed as early as possible, but choosing just one - the most important, was a “no-brainer” ...
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Sales Management Is All About Motivating (Popularity: )
http://www.jonathanfarrington.com
Resolve now – right now – that you will give motivation priority. Don’t be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their job. You must:
• Recognise that active motivation is necessary
• Resolve to spend regular time on it
• Not chase after magic formulae that will make it easy (there are none)
• Give attention to the detail
• Remember that you succeed ...
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How To Get The Best From Your Sales Team (Popularity: )
http://www.jonathanfarrington.com
In terms of achieving and sustaining optimum performance levels within your team it is vital to recognise from the outset that effectiveness depends on the interaction of the following three factors;
• Task
• Team maintenance
• Individual Needs
In my view you must:
• Ensure, continuous task achievement
• Meet the needs of the group
• Meet the needs of individual group members
The balance must always be kept in mind (though some compromise may be necessary)
Your ...
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