Articles for Sales Management Professionals

A client recently had a major crisis. One of their top sales reps left going to work for a competitor. When my client checked out what was happening in that departing rep’s territory, they discovered they had little usable information. 

Join me as I share how you can sell a lot more when you function as an organized SWAT Team, instead of just trying to wrangle a bunch of independent gunfighters.

One of the best ways to grow sales is by prospecting. But in too many companies, prospecting is more of an after-thought whenever reps have any extra time to go after any new accounts. Prospecting is rarely an ongoing and consistent component of most sales rep’s weekly selling plans.

Do you have any independent manufacturing reps selling for you and your company? A lot of sales organizations, especially distributors and equipment manufacturers, use independent sales reps as part of their territory coverage in areas they don't have as stronger a presence as they'd like or where they can’t afford a full-time sales rep to be covering.

Join me as I share how you can make sure your team is offering your customers a more complete solution…even if it means completing their order online. Think this type of total solution support could help your team sell even more?

What can you do to proactively communicate your competitive prices to your customers, so they understand they don't need to do any more shopping?.

Our economy is definitely improving, and most markets continue to strengthen. Buyers are starting to do more buying. What a spectacular time to be prospecting!

Providing tours of your warehouses, offices or production facilities is a great way to communicate your value. How persuasive and impactful are your facility tours?

The majority of purchasing agents have been taught how to buy. They've also been taught the financials and all the technical information they need. But in most cases, they haven't been taught how to sell.