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The Value of Employee Engagement Surveys as Part of a Change Management Strategy
If you just change the paradigm from budget cuts... to opportunities, growth and involvement your organization's business results will be your barometer of employee engagement...

Trade Shows Versus “Afraid” Shows
What is your level of participation in your industry’s trade shows? Either you work for a company who writes the check and controls the exhibit, do you send a few representatives of your sales staff to “work the floor”, or do you send your sales staff to “attend” the show, learn and observe? Regardless, your team members will require a specific skill set in order to perform effectively at the show.

Five Considerations in Selecting a GREAT Sales Manager
At times, VP's of Sales, entrepreneurs, and small business owners need to select a sales manager to lead a sales team. How do they select the right person? What considerations are important? What are five important areas for selection criteria - ones that make a performance difference in a sales manager's role, and ones that we want to pay attention to when evaluating candidates?
Empathy
When your customer feels understood they are more open to influence. Ability to read people, feel what they are feeling What is it? Understanding a need is as good as fulfilling it. People buy what they need from salespeople who understand what they want. Empathy leads to sensory acuity – “Unlike the mind, the heart finds it difficult to lie.” Robert Cooper.  Empathy leads to trust – It makes the connection. Integrity

Sahrpen Your Sales Skills - Selling in a Recession
Once people believe there is going to be a recession they start to feel negative about their selling prospects. Do you have a clearly defined Sales Strategy?
Sharpen your sales skills - Selling in a recession
Once people believe there is going to be a recession they start to feel negative about their selling prospects.
Increase Sales Jumpstart Your Lead Generation
Are you getting the sales you need? If not, consider diversifying your lead generation techniques. Cold calling and direct mail are common approaches to lead generation however there are many other ways to make your leads flow.

Home Based Business Opportunities that Put the Salesman to Use
If you are a naturally talented salesman, there are many business opportunities perfectly designed to suit your skills, and here are some of the best.
Selling in a Recession
With all of this talk of recession is that once people believe there is going to be a recession they start to feel negative about their selling prospects. Do you have a clearly defined Sales Strategy?

Screw The Recession
Screw the recession - ordinary salespeople can do remarkable things. Get up and don't let this economy get you down.

Selling What's Different
Selling what's different is better than selling on your pricing. Just remember selling what's different doesn't come naturally to most salespeople. Here are six ideas to stimulate your thinking.

Sales Strategy
Strategy: planning of war - the science or art of planning and conducting a war or a military campaign planning in any field - a carefully devised plan of action to achieve a goal, or the art of developing or carrying out such a plan A Sales Strategy Defined
The Chill Out Rules to Successful Selling
Research your customer before engagement, search their website, look for key activities and important area's of their business. Take notes of the key people and what they want to achieve. Unfortunately we tend to engage our customers without being fully prepared, it's not surprising that we hit barrier's during the sales call. once you have researched well you then need to use the chill out rules below.
"Everyone knows Sales Force Incentives Dramatically Increase Sales"
Sales force incentives are a vital part of business and one of the best reasons is that they work. This is one of the few motivators that can rev up a sales force for pennies on the dollar. However it has to be well designed and executed to reap the full benefits and get the most out of your sales force.
Sales-Moxie . . . You Gotta Have It To Succeed In Sales
Learn the origin of the word "Moxie" and how you can apply to your selling career, to achieve even better selling results.
Why Great Sales Skills Ain't Enough
Selling is an essential skill in business. But even the most highly skilled salesperson is not guaranteed to get fantastic sales results. That’s because there is more to being successful in sales than just having great sales skills.

Other sales territory Related Articles

It’s All in the Presentation!
That’s the title to the book that Al Frink says he will someday write, summing up his business philosophy and approach to sales and marketing. I had the unique opportunity in my early 20’s when in sales, to travel with Al and make sales calls throughout some of the smallest towns in the Midwest. We developed sort of a Father/Son relationship as he offered me a level of advice and support much undeserved considering the size of my territory.
"Leading Works Better Than Selling."
Our research found that that harder one pushes to make sales, the harder it is to grow a territory. This article covers several reasons "leading works better than selling." Also, borrowing an effective sales strategy from top performers can change your whole mission on a call. It ensures your efforts are magnified with top performers' work values. And replicating top performers' practices of dealing with common sales challenges can help you, like them, outperform counterparts and trends with 31 percent annual sales growth compared to 5 percent for the status quo.
Territory Management vs. Account Management
Terms such as Account Development, Account Management and Territory Management are often interchanged indiscriminately by many a sales people and managers thus creating confusion when it comes to sales planning, portfolio allocation and recruiting the right kind of sales person for your business. I thought it might helpful to define these terms and give you a little more perspective. All sales people involved in developing long term viable business relationships with the right kind of customers should be doing Account Development: Here is our definition of Account Development taken from the BARRETT Sales Competency Dictionary.

Targeting – The Most Critical Tool for Growth during Tough Economic Times
Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and margin growth. Each Territory Manager should select a predetermined number of Target Growth Accounts (TGAs). Creating focus on this group of selected accounts doesn't mean a Territory Manager should ignore other accounts; he/she is always expected to service their entire territory. When making decisions regarding their time, however, they should always consider these selected Target Growth Accounts a priority.
Twelve Steps to Business or Sales Team Health
They read your watch and tell you the time. Consultants certainly do this. It is a valuable service because we get too bound up in our own operations and lose the ability to read our own watch! In the next several paragraphs I will share the parameters we examine to answer the question, ‘Is this sales and marketing operation in good order?’ You may be responsible for an entire business, a division, department, or only your own sales territory. You can still make use of this list to read your own watch.
Seven Sales Facts to Ponder
From a management perspective, the goal of any sales initiative should be to improve the quantity and quality of the sales efforts of your salespeople. Its primary purpose is to provide focus-process and discipline that will enhance territory performance. This enhancement will lead to an increase in the sales, profitability and market share for each individual territory.
What Are You Worth?
I’ve always thought that sales reps have an invisible dollar sign $ above their heads with a number that represents how much money they think they are worth. It is this financial image that determines how they perform more than any other single factor. It’s more important than what the economy is doing, or how their leads are, or what their territory is like or anything else.

Whether You’re Selling or Buying a Franchise You Need to Consider an Important Fact
Franchisors planning their franchise sales strategy for the short term need to recognize the impact that unemployment rates have on purchasing power. Those individuals looking to purchase a franchise would be well served to know the employment situation in a territory they are considering.

Sales Management --Unmask the Confusion of Territory Account Assignment
When I carried a bag, sales territories were defined geographically. Of course, that was in the old days. My daughter calls it the days of Black & White Television. In reality, color television came out when I was still only seven years old. But in the days when I was a field sales rep, the 70’s & 80’s, a sales person got a chunk of geography and you were told this is your patch of dirt. You go out and you farm the territory and you build the business. However, for the most part, if you are going to grow your territory it has to grow by taking market share from the competition. Territories today need to go from being geographically defined to being key account assignment defined. So, in other words, when you use the term, ‘territory’ today, you’re not referring to a patch of dirt.

Strategic approach to all accounts
A strategic approach is not limited to National or Major Accounts only. Unless your sales are 100% opportunistic, a strategy is still key to managing your team, and for each member of the team looking to succeed not only on an account level but their whole territory.
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