Articles for Sales Management Professionals

The best way to sell today is by using the old sales tools like the steps of a sales call to give you more control of your persuasiveness and having defined multiple-call sales plans. It’s getting higher, wider and deeper within an account to make sure you're talking to the best people who will make a buying decision.

What can you do to get your reps to be talking less by getting their buyers to do more of the talking?

What can you do to review with all members of your team how you expect them to conduct themselves ethically and professionally in how they deal with customers and solve their problems?

You can help your team be more effective by giving them a shot of energy and excitement by doing something different that can help re-energize their efforts (and results).

The challenge now for your salespeople is helping them understand how to persuasively relate and connect with all of the different generations represented in their customers.

A great way to increase the effectiveness and impact on your customers is to make sure all members of your team interacting with buyers have all the persuasive and problem-solving skills needed. Whether it be a delivery person, inside salesperson, administration, or counter sales.

Are your people giving up too early? How many voicemails will your reps leave before they abandon a sales lead? Zig Ziglar was famous for his motivational talk explaining how an old farm pump and selling have so much in common.

How often are your reps coming to you and saying “We lost the Phillips bid because our prices were too high?” Your rep is really telling you they didn't do their job. Their job is not selling the lowest price.

Most sales teams only work on the bottom two skill sets. What can you do to improve your rep’s skills in all four areas of selling?