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Manage Your Sales Force
Many CEO's/owners do not feel that they understand the sales process, so they hire salespeople and do not manage them. They just tell them, "Don't just stand there, sell something". Does this ever work? Probably not. Do not fall for the old idea that you must be a sales expert to manage the sales process.
Proactive Sales Force Development
Do you seek to gain and retain customer-satisfying sales people who get and keep loyal customers for your company? Read on to discover ten key things you can do to hire, retain and properly develop the right sales people for your company.
Personal Marketing for Sales People
Never make another cold call again. These days there is a realistic alternative to making cold telephone calls to find new sales prospects. It involves leveraging the latest online services to identify and woo potential customers before making a call or arranging to be introduced.

Let Your Customers Be Your Best Sales People
We all appreciate a recommendation when we are looking for a new provider of goods or services. We feel confident about them straight away. Let us look at ways to motivate your existing customers into becoming great ambassadors for your business.

Sales Performance Management-How to Get More Sales with Fewer People
Many organization have just been through draconian cuts of both budget and staff. Now executives are searching for way to add to revenues but faced with fewer people to do it. Here are five easy steps that with positively impact sales in more way than simply increasing them.

How well are you Weathering the Storm?
While there have been ups and downs in the business world, over the last 20+ years for the most part, many of us in the western world have been able to ride on the back of posterity and market growth. Up until the GFC, many fortunate sales people and business people found making sales straightforward and easy, however these tougher, contracting markets have left many wanting in the sales stakes. The current breed of 20-40 year old sales people and business people had never experienced business under these conditions before.
The Yin Yang of Selling
In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it. So much so, that you could walk down the halls of many businesses and think that you were involved in big game hunting. Many of these teams saw selling as an extreme sport, or more precisely, Big Game Fishing or Hunting. * Customers were ‘Targets’. * Getting a sale was referred to as ‘the Kill’. * Customers were regarded as objects to be possessed or trophies to be placed in their cabinet.
Did Your Salespeople Choose to be In Sales?
A majority of people didn't start their sales careers right after college. Did most of your sales people choose sales as a career or did they simply end up in sales?

How Much Crap Do You Put Up With From Your Sales Force?
How much crap do you put up with from your salespeople. How much do they put up with from you?

Death Defying Sales Calls- Don't Get Run off the Road
When you're making sales calls trust in your own ability to handle the situation but don't have too much faith that everyone involved is on your side. A healthy dose of skepticism goes a long way.

Is Your Goal to Increase Sales A Wish or Something More?
Many people wish to improve their results. Yet it appears for some sales people there is a lot more wishing than doing.

The Sales Force and Beyond- Customer Impressions
What sort of impression do your sales people make on clients and prospects? Who has contact with those people after your sales people? How are those interactions affecting your customer retention?

The Prospect Isn't Talking With Any Other Salespeople
Sales leaders, how many times have you heard this familiar refrain from your salespeople? How often is it true and why do your salespeople think it?

Close More Sales
As sales people, we would all like to close more business, more quickly, at higher margins. Unfortunately, we often do our closing activities at the final presentation and are met with put-offs or think-it-overs. If we find that we are running into stalls and objections after we’ve presented, we must recognize that we have laid inadequate ground work. In other words, it’s not the closing that is the problem. It is the opening and the process that followed.
Salespeople Failing to Get Prospects to the Phone
Why are your sales people having trouble getting to their prospects live in person to the phone?

What would your "top salespeople" do if...
Many times those who you think are your "top salespeople" would be weak if you placed them into different circumstances. Sometimes the only way to recognize their weaknesses is through an assessment. How would your "top performers" react if some of these things happened to them?

Other sales people Related Articles

Do You Have What it Takes to be Successful in Sales
So you are looking for work and you think, why not sales. You like people, you tend to be outgoing, and your uncle Ted is in sales and he makes a ton of money, how hard can it be? The answer may surprise you. As many as 30% of people who enter the sales field leave in their first year and only 20% earn 80% of the total compensation paid to sales reps across the country. Getting a sales job is easy, being successful is very difficult. If you are willing to learn and develop the following traits, abilities and skills, then you may have the potential to be a successful in sales.

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.
Sales and Wasting Time
The way that sales people utilize their time is critical to their success. Many sales people are simply ineffective time managers. Every minute of every day is essential to a sales person. Sales managers need to stress the importance of time and help their sales people understand how wasted time translates into lost sales.
Referral Based Selling
Did you know that: • 40% of sales people are failing in their sales careers? • 45% of all sales people earn the average income for their industry? • A typical sales person devotes only 10-20% of their time to actual selling because a large proportion of their available time is devoted to cold calling? • 85% of all sales people do not generate enough quality referrals? • Sales people who actively seek and exploit referrals earn 4 to 5 times more than sales people who don’t? • Referral business closes and converts more than 70 percent of the time?

How to be a Sales Superstar: Break All the Rules and Succeed While Doing It by Mark Tewart
Every aspect of our daily lives are affected by sales, even though we may not think in those terms. When you buy any product or service, various sales people are involved in the background. Even your utilities are affected by the sales process. Sales people have gotten a bad “rep” for years, but that isn’t necessary. We all know people in the sales industry that are superstars. The question is – how do you become a sales superstar? Mark Tewart is a definite expert who has the answer to this question and he is sharing his thoughts and tips in his new book “How to be a Sales Superstar”.
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!
Marketing, sales and service silos why?
For people in the communications industry it is appalling that there is a lack of real communication occurring between their marketing and sales departments. All too often I see departments vying for budgets, leadership, ideas, etc. Some people believe marketing drives the engine and sales are irrelevant, or sales are king and what is marketing anyway? It's not just the sales people. Some organisations don't even know the difference between marketing and sales or don't see the connection between the two in the first place.
Who’s in charge of your sales recruitment?
1. How much is a good sales person worth to you? 2. How much is a good hiring manager worth to you? Speaking about recruitment in these current economic times may seem foolish, however in the area of selling, this is where you could make great strides by picking up highly effective sales people who have found themselves on the job market or are looking for a better business to work in. I know of a few highly competent sales people and sales managers who have been let go along with other staff as part of large staff reduction strategies. In my opinion, the last people I would let go in this market would be highly competent and high producing sales people. Which leads me to the contentious issue about who makes the decisions to hire and fire sales people. In particular, who hires sales people.
What can we learn from the best sales people?
Do great B2B sales people, regardless of what they sell, have any practices in common? In other words, do the best sales people all sell the same way? A number of years ago, a professional association attempted to answer that question. They studied superstar sales people from a wide variety of industries and concluded: Yes! In fact, the best sales people excel at the same things. Here are the top five practices of the very best sales people.

Sales Management ---- Do the Inmates Run the Asylum
Handling sales people that can put up the numbers but break every rule in the book, ones that can’t get along with their peers and drive inside sales people crazy can be very challenging for a sales manager. This will create a situation that ultimately will affect overall company performance regardless of this sales person’s individual success. This is especially true if this sales person holds the sales manager hostage knowing his numbers help keep corporate off the sales managers back.
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