Sales Management

Sales Management is unlike management of other professions.  Sales people are inherently resistant to structure and oversight and in the end, sales people are not in control of the results.  Customers are.  Sales management requires applying the science of modern management principals to a traditionally “artistic” profession.  Most sales managers struggle to define sales processes that can be measure for the purpose of managing sales people based on performance metrics other than sales results.  When sales managers measure sales behavior, they can see likely results coming, before its too late.

Don’t Wait – Start Measuring Sales Behavior ASAP!

Hire Salespeople using CRM Measurements

Have you ever noticed the high rate of turnover in the sales industry? That isn’t customer turnover rates we are talking about, this is employee turnover rates we are discussing. All you have to do is hop on any job search site and you will immediately notice all the sales-related position openings. Do you know … Continue reading

Keep the Conversation Going

Can you hear a pin drop when you stop talking in meetings with customers?  How can you get the customer engaged in a meaningful conversation and keep it going? Watch this short video by Sales and Marketing strategist, Steve Yastrow: Customers are so busy that it’s difficult to get and keep their attention.  Personalizing your … Continue reading

Focus the Conversation on the Customer

Talking about yourself and your products in customer conversations?  Explaining how great your products and services are?  Is it working? If not, watch this short video by Sales and Marketing strategist, Steve Yastrow: Learning about each customer’s unique needs allows salespeople to communicate the value their products and services in the context of exactly how … Continue reading

What’s the Goal of your First Meeting?

You’ve got an appointment!  Now, what’s the goal for the meeting?  Spoiler Alert:  It’s not to close the deal! If you’re monologuing at customers and walking away disappointed, watch this short video by Sales and Marketing strategist, Steve Yastrow: The real goal of the meeting is to build the relationship with the customer. Three things … Continue reading

A Sale is the Result of a Great Conversation

Not closing enough deals?  Maybe you’re talking too much. Watch this short video by Sales and Marketing strategist, Steve Yastrow: It’s not the smooth talk or the dazzling presentation you’ve delivered that get the order.  Sales happen when customers make their own decisions to part with their money and invite you to be one of … Continue reading

Salespeople are the Difference Between Sales Managers that Suck and the Superstars

salespeople and sales management

The position of sales manager can be extremely rewarding or absolutely awful. While the truth is, much of your success depends on your team of salespeople, sales managers have more control over their success and failure than most might imagine. When things go well, they have a tendency in the sales arena to go very well. The … Continue reading

Process for Reaching 2018 Sales Goals

woman-celebrating-sales-goals

It’s the end of the year and already time to begin planning for 2018. Reaching all of your sales goals will be as difficult as always. With continued changes in technology and consumer behavior, sales teams must adapt and learn to win. They must establish a process and adopt new tools. There are a few … Continue reading

Want to Build Relationships with Your Sales Process? Have Conversations

Drive Conversations with Sales Process

Want to Build Relationships With Your Sales Process? Have Conversations Most businesses are only focused on building leads and repeat customers. While these are the ultimate goals of your sales process, thinking only in these terms won’t help you develop loyal customers or improve your brand image. If you aren’t working actively to build relationships … Continue reading

CRM Customization is the Key to Success

CRM Customization is key to CRM success

Sales leaders searching for CRM and sales management solutions typically have Dashboards and Reports high on their shopping list.  Unfortunately, they’re often misled by the sexy demos they see and only learn about key limitations after they’ve made a commitment and it’s too late. Imagine two car sales people traveling to the Amazon to sell … Continue reading

Do You Have a Sales Process Problem?

Sales Process Automation

Is your sales process holding you back and preventing you from reaching your goals? Sure, it’s easy to know if sales are on track.  If they’re not, how do you know where the problem is? Think twice before you blame the usual culprits: Economic conditions or changes in your industry The sales people The competition … Continue reading

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