Articles for Sales Management Professionals

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.

What are you doing to make sure your reps are doing more than just servicing their accounts and being their friends? Are they bringing new solutions and ideas? Are they suggesting new products or services that can truly help their customer lower their risk, make their life easier and/or increase their profitability?

A great way to strengthen your effectiveness as the leader of your team is to take an inventory of your ego. Most salespeople are successful because they have a strong ego. A strong ego allows a sales pro to successfully deal with all the rejections of selling.

Join me as I share the most critical sales leadership skills needed for success today…so your team can sell even more!