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What’s channel stuffing and why is it problematic?
How much do you actually sell? How profitable are your sales? How accurately can you forecast your sales results? How many ‘returns’ do you receive? How often do you need to discount? How often are you left with old stock? What are your sales cycles? Are your sales people rewarded on volume only or on margin, account growth, account retention, and customer satisfaction? The answers to these and other key questions will tell you just how effective a sales force is functioning, how they measure their effectiveness, how they think about their business, their customers, their careers, and how likely they are to deliver profitable, sustainable sales results.
Are You a True Salels Professiona
Salesmanship is a learned skill. You can perfect that skill. Yes, it does help to have an outgoing personality, high self-esteem and an ego to become a real pro. But, these attributes alone won't make you successful. Confidence in yourself, confidence in your products and confidence in your company are also key ingredients. The only way to gain this kind of ultimate confidence and become a true sales professional is by attaining knowledge. Study your products, understand your value propositions and understand what your competitive advantage is. Success is rarely an accident. Success is generally the result of a combination of motivation, attitude, skill and knowledge. Not everybody can be a professional sales person. If you are --- you are special.

7 Key Simple Points to Turn Ineffective Sales Scripts to Effective Ones to Increase Sales
In the rush to increase sales, some organizations are returning to the old tried and true sales scripts. Yet, these well intended business owners to sales managers have forgotten several key points and one very critical key aspect when using a sales script.

Today's PROFESSIONAL SALES PERSON Versus THE AMATEUR
I often ask in our sales workshops, “What’s the difference between a professional and an amateur”? If I get blank looks I’ll ask, “How about a professional golfer versus an amateur golfer?" "Or a professional actor versus an amateur actor?” So how about a professional sales person versus an amateur sales person. That always seems to get a response...
Advanced Sales Tip
It doesn't matter what the product is because the real product is yourself! This is an important thing to learn.
"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.
Peer 2 Peer Mentoring
While many companies look to outsource their soft skills training a few have taken the idea that excellence is closer than they first thought. Taking the lead from some of the most innovative thinkers peer 2 peer mentoring is not only cost effective but has hidden psychological advantages in-built. Take a closer look at what you may be missing right before your eyes.

Other true sales Related Articles

Increase Sales Simply By Raising Your Own Bar
One of my favorite quotes is To go where you have never been before demands that you do what you have never done before. In sales, this is very true because highly productive and successful sales professionals are always pushing the envelope or the bar to reach beyond their comfort zones to achieve their continuous goal to increase sales.
More Sales Means Less Confusion
Have you ever considered that more means less in sales? This is especially true in sales. Learn how you can even win more sales and have a less lot of confusion.
7 Key Simple Points to Turn Ineffective Sales Scripts to Effective Ones to Increase Sales
In the rush to increase sales, some organizations are returning to the old tried and true sales scripts. Yet, these well intended business owners to sales managers have forgotten several key points and one very critical key aspect when using a sales script.

Sales Management Training Tips: Pursuing Sales Results vs. Developing Your Team
I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused only on results. He worried that they were not spending any time developing their salespeople. At first blush, most of you might easily say you don’t see a problem with that. You wish your sales managers were more focused on delivering the sales numbers. That’s easily understood and probably true in many cases.

Want to UP Your Bottom Line Quickly in Today’s New Economy of Buyers?
Sales Are Flat-Lined, Buyers are Slow to Buy, Sales Cycles Are Too Long, Lost Control of the Sale Process, Bottom Line is Behind Projections… If this is true, you must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

How do I deal with client objections?
Many sales people will tell you one of the biggest worries in sales, besides prospecting, is dealing with customer objections. Its true many people do not like dealing with objections or conflict, however, it is also true that many people unintentionally create objections and conflict by not understanding a customer’s real needs or priorities and failing to find common ground. In my opinion ‘overcoming objections’ is often blown out of proportion in terms of the issue it claims to be. Too much time and attention is spent on objections in sales meetings and sales training rather than focusing on the skills and resources needed to help sales people eliminate objections from the sales process in the first place.
As A Sales Manager, How Do You Know When You’ve Made A Hiring Error?
All this time I’ve been talking about the techniques and the right ways to manage your sales team. But here is the thing: when is enough enough? When do you get to throw in the towel and say, “Sales isn’t your true calling. I’m afraid I’m going to have to let you go”?

Effective Sales Techniques and a Consultative Selling Approach for Today's Marketplace
A few impressive sales techniques and staying motivated is no longer enough! It used to be true that if a sales person had a great sales technique and was highly motivated they would be great at selling. Well, that’s no longer true in the world of B2B selling. If you want to be successful in today's marketplace, you have to have a whole armoury of selling techniques that form an effective and integrated selling system.
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.
Stop Chasing Traffic and Start Looking for Customers
It's absolutely true that if you get more traffic to your web site, chances are you'll make more sales. But it's also true that if you were able to improve the conversion rate of the people you're already getting, then you'll also make more sales. It's often much easier to improve the conversion rate than it is to get more visitors to the site, and it's also much more cost effective.
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