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Your Role in Today's Economy is NOT to Increase Sales
The emerging role of the sales professional today is not to increase sales. Let me repeat that--- your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier. You must become----The Supplier of Choice----which means you always get-----The First Call----and The Last look! Don't make the rookie mistake of thinking that your customers don't give last looks. If your customer doesn't give you the last look, then that means somebody else is getting it. It's time to evaluate the relationship equity you have built with that account.

Just Do It!
If you want to turn your prospects into customers than you have to make the calls. Yes, you heard me, there is no free lunch, no way around it, if you want to be effective at sales then you have to Just Do It!
Great Questions Make All The Difference
If you want to increase your sales effectiveness, have more fun, and decrease your overall stress around business development, learn to ask great questions!
Is Your Law Firm Anything Like Your Sales Consulting Firm?
Did you ever stop to think about how much or how little you rely on your advisers? Not your board, not your board of advisers, but your business advisers. These are the individuals from outside of your company that you trust to direct, recommend, advise, consult and help with decisions, strategies, options and solutions to put your business in the best possible position to succeed. Take a look at the portfolio of advisers to the left.
Improve Your Sales Results- "Think Build a Sale"
As a professional seller, do you think about "making sales" or building sales"? Building a sale is following a process which ends in a win-win. Here are 5 tips you can easily apply to your existing sales process to get you started on the path of building sales for yourself as opposed to making sales and increase your sales effectiveness.

The coming together of Sales Leaders in Austalia
I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference along with over 120 high level sales leaders across Australia. I was privileged to be part of the panel of international and local experts presenting on sales effectiveness where we explored the latest research on sales strategy, leadership, learning and development, sales management, sales people, and current market trends. This was the first time in Australia we have had the opportunity to come together as a profession and share ideas and discuss important matters moving forward.
Billy Mays Sales Tips And Selling Strategies
Discover Billy Mays secrets to his selling success. He was the king of infomercials and sold 50,000,000 products worth more than $1B
Value, Value Stream, Flow, Pull, Perfection
Manufacturing executives said it didn't apply to them. (They were dead wrong.) Software development executives said it didn't apply to them. (They were dead wrong.) Business & technology services executives said it didn't apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn't apply to them. And of course they are right. Right?

You can't afford to let the knowledge leak out!
The sales rep with superior knowledge is a formidable competitor. That's why you have a Sales Excellence Council in place. (Right?) And that group is charged with identifying the best and newest sales best practices and tools. (Right?)

Missed & Lost Sales Opportunities
Not enough new business coming? Sales drying up? Not making a satisfactory impact when in front of prospective clients?
THE THREE THINGS YOU NEED TO KNOW ABOUT YOUR SALES PIPELINE BUT CRM CANT TELL YOU
Why do only 1 in 5 companies state that they are seeing revenue increases after implementing a CRM application ? Why are they not seeing the sales productivity gains they expected? And why do they still get surprised at the end of the quarter? Why is it that they still don’t know what they don’t know when it comes to the health of their sales pipeline and forecast? The main reason is that though you may think you’ve implemented a full CRM solution, you’ve really only implemented half of a total solution.

Sales Management Process: Detect Symptoms, Then apply Cure for Common Excuse-Making
I work with excuse-making - blaming anything and everything for lack of results.
The Art of Adaptation
Your selling style is your habitual, non-verbal communication with customers, determined by your personality and your sales experiences. Your customer’s buying style is his or her habitual, non-verbal communication with sales people, similarly determined by his or her personality and buying experiences. Adapting to customer buying styles is a technique in selling which calls for you to anticipate and adapt your selling style to your customer’s buying style in order to maximize sales effectiveness.
Time Management Sales Effectiveness
How to Improve on Time Management Sales Effectiveness
Surprising Statistics from the Sales Force Grader
The actual results are even more surprising than the number of people (several hundred) that have already visited the FREE Sales Force Grader. To date, the worst score is 0 - definitely a surprise. While we would expect there to be some sales culturally challenged companies, we didn't expect any to be that bad....
What Really Creates Sales Excellence?
What really creates sales excellence? No one thing - ever. A combination of things - always.
Hiring Ineffective Salespeople Costs Real Estate Industry Millions
If ever there was an industry that lives or dies by the performance of it’s salespeople, it is real estate. But real estate sales, like insurance sales, suffers from a cripplingly high failure rate when hiring new salespeople, and the reason is that these industries employ highly ineffective processes for identifying and hiring fresh sales talent. In most real estate companies the 80/20 rule (or something akin to it) applies. For example in one major national agency 15% of agents deliver 78% of revenues. What this means is that hiring effective agents is a purely random event - No more effective than tossing a coin.
Kurlan's Law of Increased Sales Effectiveness
E=AP Effectiveness=Awareness x Persistence - Read how to score yourself...
Sales a Strategic Boardroom Issue
Long the corporate stepchild, sales has largely been ignored by academics and many executives. However in increasingly competitive markets and increasingly sophisticated buyers a top notch sales force is no longer a nice to have but a must have. Farsighted executives are taking an increasingly critical look at their sales forces and asking searching questions about the ROI they are receiving from this significant investment.

Increased Sales Effectiveness: Opportunity #1
This article uses a Survey of about 3,000 sales people to draw a concusion about a large opportunity for increased sales effectiveness that exists in most sales forces.
Salespeople Aren't Made of Glass
This article shows what you'll see inside your salespeople if you could see their DNA.
Selling Techniques with NLP
NLP has become one of the most popular new approaches in the world to enhanced performance, and is being used in one form or another by most modern sales and management training programs.

Sales Big Picture - Top Salespeople Know Their Personal Best Time and How to Energize
Salespeople can whine, “I don’t have enough time to write a thank you note all the time.” “This prospect is so demanding.” “So many customers and things to do in so little time.” There are at least three strategic pieces to increase both understanding and actions in the buying and selling process, with time and energy management being as individual to each salesperson as a car is to its owner. It’s the strategy that maintains the whole performance.
Sales Big Picture - Top Salespeople Combine the Art and the Skill
One of the frequent complaints of salespeople is the delay of a prospect’s decision. You can be highly effective in sales attraction, and find a graveyard for your efforts because of lacking the art and skills of sales effectiveness. Top salespeople are always, regularly and even on their own dollar, increasing their sales effectiveness.
Sales Big Picture - Top Salespeople Sell Attractively on Purpose
One of the most frequent complaints of salespeople is the ebb and flow of sales. Getting sales is the goal of a salesperson. Now step back. What is one of the first pieces in selling? Maybe prospecting? Take another step back. Maybe marketing? There are at least three strategic pieces with their tactics to increase both your understanding and successful actions in the buying and selling process.
Are Your Sales Scripts Working For or Against You?
Although sales scripts may contain tried and proven tactics for converting sales prospects into customers, a surefire way to drive a wedge between you and your prospective clients is to sound like you’re reading a script or regurgitating memorized lines. Bridging the gap between salesperson and sales prospect often requires a conversational, informal delivery that won’t come across if you’re reciting a script.
How to Handle the “I Am Not Interested” Objection
Being able to turn a negative viewpoint into a positive profit is a transaction sales people and consumers will mutually benefit from. The techniques outlined below can help you identify, address, and nullify objections that keep you from making sales.

How to Handle Price Objections
Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price objections.
The Captain of the Titanic Wasnt in Sales
Did you know sales success and icebergs have something in common? And no ...this article is not about cold calling!

Other sales effectiveness Related Articles

Levels of Sales Competence
Most salespeople and sales managers often are unaware of where they fit on the sales effectiveness continuum. Dave Mather, a 30+ years sales trainer explains the basics of sales competence levels. His experience shows that less than 6% of salespeople ever reach to top level.
Sales Big Picture - Top Salespeople Combine the Art and the Skill
One of the frequent complaints of salespeople is the delay of a prospect’s decision. You can be highly effective in sales attraction, and find a graveyard for your efforts because of lacking the art and skills of sales effectiveness. Top salespeople are always, regularly and even on their own dollar, increasing their sales effectiveness.
Beating The 80/20 Rule
The span of control of sales managers has a major bearing on saleperson effectiveness. In B-2-B sales the optimum ratio of sales manager to salesperson is around 4-5 to 1
Increased Sales Effectiveness: Opportunity #1
This article uses a Survey of about 3,000 sales people to draw a concusion about a large opportunity for increased sales effectiveness that exists in most sales forces.
UK Sales Coaching For Sales Managers - A 60 second tool
A fantastic 60 second uk sales coaching tool for sales managers and sales people. This will increase your sales force effectiveness and make you a better sales coach.
Selling in Bad Economic Times!
When the economy goes bad, it is easy for sales people to blame their lack of results on this, and I would not pretend that it is possible for every company to make their planned sales targets when this happens. However, after working with many sales organizations in 5 countries, and as a result of a survey of some 4,000 sales people, I found some very simple opportunities for improved sales effectiveness, which, if identified and seized, can produce some amazing increases in results even in tough times. Its just a matter of focus and discipline; things many sales people are averse to!
4 Ways To Increase Personal Effectiveness
This article touches upon the importance of Personal Effectivenss in the workplace. It highlights four simple tips that can be followed to achieve the same. One method to improve Personal Effectiveness is through training from an established resource. Personal Effectiveness Training help participants in improving effectiveness through time management and stress management. Organizations gain through interpersonal effectiveness of employees.
The coming together of sales leaders in Australia
I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference, along with over 120 high level sales leaders across Australia. I was privileged to be part of the panel of international and local experts presenting on sales effectiveness where we explored the latest research on sales strategy, leadership, learning and development, sales management, sales people, and current market trends.
Improve Your Sales Results- "Think Build a Sale"
As a professional seller, do you think about "making sales" or building sales"? Building a sale is following a process which ends in a win-win. Here are 5 tips you can easily apply to your existing sales process to get you started on the path of building sales for yourself as opposed to making sales and increase your sales effectiveness.

Your Sales Organization has Never Been So Important
Time to reinvest in one of your company's most valuable resources-your sales force. Optimize the effectiveness of your sales forc.e
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