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Sales Management Information

How To Have A Successful Retail Sales Event


In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was ?how can I make sure I have successful sale?? While there are no hard and fast answers to this question, there are some guidelines you can follow to maximize your chances of that sale being successful.

Make Time, Not Excuses


There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools


You?ve probably heard of focus groups. It?s a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call ?clue hunting.? For example, I once sat through a series of focus groups on a new camera-related product. After three focus groups, we were able to pretty well conclude there wouldn?t be much of a market for this particular product, and the idea was dropped. The three focus groups probably cost this advertiser around $5000 vs. the hundreds of thousands of dollars that would have been wasted had they put the product into manufacturing.

How Do I Manage Workplace Conflict?


Workplace Conflict

Leadership Lessons for Sales Managers


Leadership, like class, is hard to define, but easy to spot.

How To Become A Better Sales Manager


YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't.

Run a Productive Business From Your Car-Office


The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises. You no longer have to go to a bank to complete your transactions or home loan applications. Insurance brokers visit your home or office; retailers deliver products directly to your home. This change in distribution methodology has meant many of us now run a car-office.

A Real CRM Strategy or Just Tracking Customers?


Exactly what is CRM

Sales Forecasting For New Businesses


Sales forecasting is the process of organizing and analysing information in a way that makes it possible to estimate what your sales will be. This Micro Module outlines some simple methods of forecasting sales using easy to find data. Books containing simple and sophisticated techniques of forecasting sales can be found in libraries and business oriented book stores.

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts


As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?

Your Extended Shadow And Successful Sales Management


In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years. But, this league, designed to spot talent early and then feed the high school basketball program, did nothing to produce the state title. There is also an open gym at the high school every Tuesday and Thursday night to encourage the young men in the community to play basketball. But like the city league, this open gym contributed nothing to the team in its championship bid.

Baditude!


As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for their anxiety. It was also evident from their negative comments, that many of these trainees had already given up on selling their company?s services and that no amount of sales training could help them sell their firm?s services. Our client, a large midwestern service firm, was willing to pay generous incentives for their customer service staff to up sell additional services. Yet, most participants in this training session felt, for a variety of reasons, that obtaining additional sales was impossible.

Poor Performance - Fix it by Coaching


Coaching is about finding out the cause of poor performanceor behaviour and discussing with the team member how to putit right.

The Effective Executive


What does it mean to be an "effective executive"? Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense of personal empowerment, feeling invigorated and passionate about everything you choose to do, a sense of resilience, more energy, personal emotional and physical health and for some a great sense of purpose.

Effective Sales Territory Management


How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch.

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