Yearly Archives: 2010

As a professional sales person you can and should do what's necessary to avoid becoming redundant.

Summary: Sales organisations of all types spend a huge amount on training their sales people each year. Research shows, however, that most training has little impact in the long term. Here we look at what needs to be done to make sure training works - and the new generation of training approaches. If you’ve ever wondered why your sales teams struggle to consistently achieve sales targets despite investment in sales training, development and management, you’re not alone....

Often times we believe the depth of our customer does not extend beyond that of the business they do with us.

For some reason, marketing is the one business function in small business that operates without a system. The result is usually a scatt gun, episodic approach to marketing. A marketing and sales system is key to real business growth.

It took me over three years to learn why I had been successful and also why I had been failing so bad in sales. Read this statistic about the importance of following up from an association of professional salesmen.

The prosperity and popularity of successful companies is obviously the result of continuous training. Without proper sales training, a business is unable to stand out from the rest, thus having poor exposure and low credibility on the market. In order to achieve and maintain

Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help? Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would put a few more sales in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an ounce of personal selling confidence. Show your sales people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody's paycheck fatter.

Leads refer to people who have the potential to add to the sales or become part of the entrepreneur’s network of sales people. For many home businesses, the constant flow of leads greatly increases success, especially if the nature of marketing is multi-level.

Have you ever just stood there after making a presentation and hoped that the other person would buy. If you do, you are leaving money on the table. Discover why asking is so important.