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bad sales behavior Tagged Articles



Closing Too Early- The Risk of Overdoing it
Okay, can we agree that Christmas music starts too early on the radio. Well are you closing to early with customers. Watch it...they just might tune you out!

Other bad sales behavior Related Articles

Improving Sales through Strategic Sales Compensation Planning
Two of the most common questions at sales conferences are "How do you pay your sales people?" and "How can I get my sales people to be more productive?" Your sales strategy, tactics and goals should be the biggest determinant of your sales compensation plan, and the best single way to operationalize your sales strategy! Commissions and incentives have one function only; to reward the sales behavior that helps you reach your goals.
Manage Your Salespeople by Working Smart, Negotiate Quotas
How do you get your salespeople to "buy-in" to keeping good records of what they do every day? Sit down one-on-one, and negotiate their annual quotas with them. Help them translate their annual quota into their individual daily behavior. For example, a $5 million annual quota might equal three New Dials, one New Appointment, two Futures, one Referral Received and two Customer Visits every day. Don't forget to have them either write in or phone in their daily behavior numbers to post on the community "behavior board" for all to see. Look for more unconventional management tips in a future Today's Sales Meeting Minute.

First Sell What the Customer Wants; Not What You Want to Win More Sales
Keeping the sales tunnel or what others call funnel full is a never ending challenge. Yet, many sales professionals still attempt to sell what they want to the customer and fail to sell what the customer wants. This behavior ends up making the sales professional work harder and not smarter not to mention upsetting many potentially qualified customers.
The Power of Recency and Frequency in Growing Your Small Business
The most powerful predictor of future behavior is past behavior. This article explains the predictive power of Recency and Frequency when marketing to your customers.
What Leaders Can Learn From Dog Obedience Training
It is interesting the similarities between managing the behavior of a dog and managing employee behavior. In this article we look at communication, correction, praise, structure, repetitive learning and pack behavior and how it applies to the workplace.
How to Predict Behavior Like Abraham Lincoln Did
Behavior can be predicted in terms of a person's interests, group identity, character, and unconscious needs. If you want to predict behavior, do what Lincoln did...

WHY ISN'T UPPER MANAGEMENT FURIOUS about the 600# Gorilla in their living room named -- sales lead "Follow-up?"
The Marketing department gets sales leads to the Sales department faster... so nothing can be done with them sooner. WHY is that behavior tolerated? Or is the reason obvious?

Affect Behavior. Affect Results.
Brand awareness helps create business opportunities, but you have to use these proven sales techniques to affect behavior and see your sales progress.

3 Ways to Recycle Conflict
Early identification of behavior patterns will help you maximize creativity and production while minimizing repeated behavior from co-workers.

Thoughts For Incentives
Incentives are one of the greatest challenges most sales organizations face. While many start with the age old adage that "incentives drive behavior," they still find it difficult achieving a plan that drives business. One of the core challenges is that many organizations do not clearly define the behavior that they are truly trying to drive. While it is easy enough to say you want your incentive plan to drive sales, sales are not a behavior, they are an outcome.

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