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Content about sales manager

05.05.10
The Polished Presentation: Canned or Well-Prepared Improvisation
Dale Carnegie is quoted as saying, “There are always three speeches for every one you actually gave. The one you practiced, the one you gave and the one you wish you gave.
 
Like speeches, sales presentations can be summed up by the same quotation. After your presentation is history, you always seem to remember things you should have said, but either forgot or discarded during the “heat of battle.” All sales professionals can recall how much better their presentation would have gone had they said everything that needed to be said, made every point that needed to be made and anticipated and answered every possible objection.
01.28.10
Refining and Defining The Sales Plan: Improve Your Sales Volume With A Focused Approach

Every sales manager has a number of horror stories about misdirected sales efforts. We all know about salesmen who have spent a lot of time pursuing a prospective client only to find out that they weren’t qualified to buy or in need of his product. Then there are the salespeople who pitch and follow up on people who are not empowered to make buying decisions. In times of economic crisis, a sales manager and his salespeople cannot spend time in unproductive efforts. Everything they do every day must count. But how can they be sure they aren’t wasting time and effort? Make a list of a few simple rules, and then follow them.

10.29.09
Sales Prospecting For Success: There Are Fewer Sales Without It

Sales volume is in direct proportion to the volume of prospecting by the salesperson. Sales cannot be made without prospects. Sales is a numbers game; the more prospective customers a salesperson calls on, the more sales are made and the more prospecting a salesperson does, the more prospects they have to call on. Sporadic prospecting results in inconsistent sales figures, up-and-down sales volume. In times of plenty (lots of leads to work) it is natural for reps to prospect less, but there should be consistent prospecting in order to assure a constant flow of leads to be worked.

09.10.09
Selling Is Easy: But You Have To Work Hard At It

There are more than three hundred million people in the USA. It is claimed that there are more than fourteen million salespeople in the USA. This means that out of every twenty people there is one salesperson. Why are so many people in the sales field? Because everyone thinks that being a salesperson is easy, after all, all you have to do is talk, right?

09.10.09
Selling Is Easy: But You Have To Work Hard At It

There are more than three hundred million people in the USA. It is claimed that there are more than fourteen million salespeople in the USA. This means that out of every twenty people there is one salesperson. Why are so many people in the sales field? Because everyone thinks that being a salesperson is easy, after all, all you have to do is talk, right?

08.26.09
Why Salesmen Play Golf: What Golfers and Salesmen Have In Common

The keynote speaker at the combined meeting of the Dallas and Ft. Worth chapters of Sales & Marketing Executives International (SMEI) was Herb Eagle, President of SMEI. His opening comment was that salesmen and golfers have a lot in common. He went on to tell the audience, all sales and marketing types as the name of their organization implies, when they gather in the “19th Hole,” you never hear golfers talk about all of the bad shots they made that day, only the few good ones. He further asked, “What do salesmen talk about at the end of the day? All of the rejections, missed appointments, disinterested prospects . . . or the few good sales calls that resulted in sales or future call-backs? Obviously the latter.

07.14.09
What Scares a Salesperson the Most? Not Freddy Kruger!

One of the hardest tasks facing a sales manager is to get their sales team to make telephone prospecting calls and cold-calls in the field. Nothing is more important to their sales success, either. Where else can they get a stead flow of sales leads? Most sales people are pretty good at making a presentation when the prospect’s door is open, but getting it open in the first place is the tough part.

07.14.09
What Scares a Salesperson the Most? Not Freddy Kruger!

One of the hardest tasks facing a sales manager is to get their sales team to make telephone prospecting calls and cold-calls in the field. Nothing is more important to their sales success, either. Where else can they get a stead flow of sales leads? Most sales people are pretty good at making a presentation when the prospect’s door is open, but getting it open in the first place is the tough part.