Managing The Sales Team | Sales Management | Management of Sales | Sales Manager

7 Key Components Of An Effective Sales Talent Screening Program

Tuesday 7 June 2011

Candidate screening is one of the most difficult tasks that sales managers face, as salespeople are trained in the art of persuasion. However it is possible to successfully screen sales talent. Here are the 7 key components of an effective sales talent screening program.

The 3 Keys To Successful Sales Management

Thursday 10 February 2011

If you concentrate on these three keys in Sales Management and actually make it a priority to implement them, your job will get so much easier, and, more importantly, you and your team will actually start closing more business and making their numbers.

Well-Known 'Secrets'

Thursday 10 June 2010

With all the forces of change in today's world of work, the basic principles for leading winning teams remains unchanged.

16 Excuses Sales People Need To Stop Using

Thursday 29 April 2010

Sales people make a number of excuses why they can't reach their sales targets or why prospects and customer don't buy.

Retention Is A Problem That Won't Go Away

Wednesday 3 February 2010

What are the critical factors that contribute to the retention of top producing salespeople? Why are some sales managers able to consistently recruit and retain quality salespeople, while other managers have a revolving door?

Sales Is A Team Effort

Tuesday 17 November 2009

Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today's world if you are not directly in sales you are supporting someone who is. This is why sales really is a team effort.

Building Your Sales Metric Management System In 4 Easy Steps

Thursday 10 September 2009

Every sales manager is searching for revenue from their sales force, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.

Matching The Right Sales Personality To The Right Sales Job

Thursday 30 July 2009

There are many different types of sales roles - and types of salespeople that fill them. Some need to be prospecting fit, while others needs to be detailed, patient and thorough. The key to sales success is to match these two together well.

How To Forecast Sales

Monday 6 July 2009

With an unforgiving market and customer loyalty on the wane, an accurate forecast is increasingly important. But is it attainable? This article debunks the myth that an accurate sales forecast is impossible and explains how your organisation can achieve it.

Matching Sales Strategy To Product

Wednesday 10 June 2009

Opportunities for further profitable sales can sit untapped in many businesses, because of a misalignment with strategy, product and salespeople fit.