Blog
8 Reasons your Sales Reps will not Consistently Follow your Company Sales Process
aka "Why your company sales process and customer relationship management system doesn’t work" I am very often asked about the value of the sales process or the CRM (customer relationship management) system because of the fact that most sales people just don’t follow...
Pride and Integrity is Key to Sales Success
Have pride in your work as a sales professional. Just like any career, it is important that you as a sales professional are proud of your work. When you have taken very good care of your client and this results in a sale, how do you feel? This feeling is unlike any...
Increasing Sales in a Tough Economy
One of the first rules you learn as a rookie in sales is that trying to sell a product or service that's not needed and wanted is a fool's errand. The business world is littered with failures because ownership failed to change with the times or refused to reinvent a...
The Power of Three
Ever notice how our lives are immersed in the influences of three? In life: Past, present, future – carbs, protein, fat. In Religion: The Father, The Son and The Holy Ghost. In Fairy tales: The three bears, three wishes and the three little pigs. In advertising: The few, the proud, the Marines. In Sales: Three […]
Is Price a Valid Objection to Buying?
According to the media, price may be an issue. Follow the news on TV, Radio, Press or Internet and you will find that the economy is a problem. According to all media, unemployment rates are high and budgets are tight. This can make you believe you need to lower your...
Ten Tips to Improve Performance of your Sales Team
This is set one of a series of sales tips with the purpose to give you tools you can use on a regular basis to improve and maintain the performance of your Sales Team. 1. Focus on accomplishment and progress toward Sales Goals. Watch the News Media and what you will...
The 80/20 Rule, is it Sales Fact or Fiction?
Have you ever heard that 80% of sales revenue in the average company is made by 20% of the sales personnel? This 80/20 split isn't always exact. However, every sales force seems to have their group of "seasoned" sales reps (about 20%) consistently bringing in 80% of ...
Continuous Improvement Maintains Salesperson Confidence
How does your Contact affect your ability to “Qualify” your Prospect?
What does “Qualify” mean for your company exactly? It is very important to define in writing what a “Qualified Client” means in your company. In this way your Sales Team will be able to work toward achieving this as part of every sale. Qualifying includes: Financial...