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Why No One Attends Your Live Lead Generation Webinars
In this episode of the Sales Management Minute, learn the one thing that kills your live, lead generation webinar attendance.There’s been a lot of noise about the falling participation rates in lead generation webinars. The inference is that these...
How to Set Your Annual Revenue Budget, Not Write a Fairytale
Setting a meaningful, annual revenue budget requires several looks at the numbers and answering tough questions. Learn those looks and questions in this episode of the Sales Management Minute.The time has come to set next year’s annual revenue goal...
New Salespeople Take FOREVER to Get Up to Speed!
Learn the key takeways from the 2012 Salesperson Onboarding Survey report in this episode of the Sales Management Minute.Three fellow onboarding experts and I teamed to analyze salesperson onboarding trends and performance. The survey results, of...
The Four-Letter Word Prospects LOVE to Hear!
When a salesperson loses a deal, several four-letter words are heard throughout the land to describe their prospect. Of course, it’s never the sales person’s fault when he doesn’t win. The prospect blew it!However, there is a word that if...
What Did You Call Me? The Power and Peril of Salesperson Titles
There are many different titles used for sales people, but there are consequences when you use the wrong one. Learn how to select the right title for your sales roles in this episode of the Sales Management Minute.Last night, my family went out for...
What Every Sales Leader Should Learn from 'Moneyball'
The movie "Moneyball" teaches sales leaders a great lesson. In this episode of the Sales Management Minute, find out what every sales leader should learn from this movie. If you aren’t a baseball aficionado, you may have missed one of the greatest...
Is Your LinkedIn Presence Confusing Prospects?
Sales people often tell me that they want to use LinkedIn for business development to increase their sales. After hearing that, I immediately pull up their LinkedIn profile with one question in mind. "What message does his profile communicate?"...
Why Johnny Isn't Selling - and It May Not Be His Fault
When I talk with business executives about sales performance, I ask four questions. For the first three of them, they practically leap across the table with a resounding, Yes! Those questions... 1. Would you like your sales people to generate more...
Are You Making This Sales Person Recruiting Mistake?
Would you like to buy a house? Don't worry about where it is or how much it costs. Are you in? Do you want to buy it? Trust me; you are going to love it! Just sign right here. No one would ever make a major purchasing decision like this. How could...
The 6 Sales Person Onboarding Mistakes That Can Lead to Disaster
When a sales candidate accepts a job offer, everyone is all smiles. Yet, those smiles can quickly turn upside down if you are making any of these sales person onboarding mistakes. 1. Not having an onboarding program. When sales people aren't...
What Most Sales Forecasting Methodologies Are Missing
Most people start their day by grabbing the remote control, turning on the TV and checking that day's weather report. "There's a fifty percent chance of rain today," says the weatherman. Fifty percent? In other words, it may rain today or it...
Closing Is NOT the Problem -- It's A Symptom
When executives contact me for help, the conversation usually starts with, "My sales people can't close! Can you help me?" Rarely does "weak closing" turnout to be the real issue. Closing is merely the final step of the process. If a...
How Do You Develop a Winning Finalist Presentation Strategy?
The day started just like any other day for Lisa. Then, the call came! It was ABC Company's Procurement Officer telling her that he loved the RFP response, selected her as a finalist for their account and invited her firm to make a presentation to...
Do You Know the Right Time to Fire A Sales Person?
No sales manager enjoys firing sales people, but there is a time when it must be done. In this episode of the Sales Management Minute, learn the two types of sales performance issues and the test that tells you when the time has come to end the...
Are Your Sellers Missing This Opportunity to Get Ahead of the Competition?
Michael has been chasing the account for six months and he's feeling pretty optimistic as the buying process comes to a conclusion. The company is considering his firm plus two others. The competition is fierce, but he feels like he has a...
How Do You Develop a Winning Finalist Presentation Strategy?
The day started just like any other day for Lisa. Then, the call came! It was ABC Company's procurement officer telling her that he loved the RFP response, selected her as a finalist for their account and invited her firm to make a presentation to...
The Factor That Causes Both Sales Person SUCCESS and Sales Manager FAILURE
Joan is a rock star seller! She works the phone from dawn until dusk. Rejections are no cause for concern with Joan. She may get knocked down, but she quickly gets back-up, brushes herself off, picks up the phone and is on to her next call. She...
Your Sales Person's First Day - Dream or Nightmare?
It’s 8:28am when Steven arrives at work ready for his first day selling for ABC Enterprises. He walks up to the receptionist and says, "Hi, I'm Steven, your new sales person."Looking puzzled, the receptionist responds, "New sales person? I didn’t...
Your Sales Team - Wise Investment or Money Pit?
The sales team is the primary revenue source for most businesses. However, this revenue is not without significant cost. If not carefully managed, this revenue source can easily become a money pit.There are five areas business executives should...
How to Sell to the C Suite
Guest Post by Dr. Drew Stevens, PhD. The current recession has selling professionals and their management seeking alternatives to increase sales. One issue that continually arises is selling to the C Suite. There is a belief that if selling...
