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.

5 Smart Strategies to Make Sure Your First Sale Isn’t Your Last

Automated CRM

Here’s something to think about:  the goal of your marketing and sales teams isn’t to make sales—it’s to create loyal customers (“brand advocates,” as some would have it).  Why?  Because if yours is like most businesses, about 80% of your sales come from just 20% of your customers (the so-called “80/20 rule“)—your best customers, the … Continue reading

CRM Grows Profits by Building Deeper Relationships

Yes, it really can AND the great news is that it’s easy!  Read on for a simple tip you can implement today! Are sales people cutting profits by using price discounts to win business? When sales people fail to differentiate themselves or their products from competitors, there’s no alternative available to win business.  Simple CRM … Continue reading

4 Key Benefits of Email Marketing for Salespeople

email-marketing-benefits

In many businesses, the roles of marketing and sales teams are rigidly defined—and quite limited.  Marketers in these businesses have the job of generating and nurturing leads, these businesses contend; salespeople run with those leads, hoping in many instances that they’re sales-ready, and that they’ll respond to requests for meetings and sales pitches. The problem … Continue reading

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

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