Sales is often seen as an individual sport, so to speak. Sales people often work remotely and when not in the office, they are in the field making sales calls. It requires a high degree of independence, judgment and initiative. But the most successful sales people are not an island unto themselves, they are team [...]
Posts Tagged ‘Sales’
Selling Is A Team Sport
Posted in Business, Sales, Teamwork, tagged Business, linkedin, Sales, Teamwork on May 25, 2009 | Leave a Comment »
So You Think You Want To Be A Manager, Part 2
Posted in Business, Management, Sales, tagged Business, Management, Sales on May 18, 2009 | 4 Comments »
Last week, we talked about the realities of management in my blog So You Think You Want To Be A Manager? Part 1 and guess what, I have more things for you to consider. I am firm believer that awareness helps improve preparedness, and hopefully you’ll find the humor in this as well. How do you [...]
So You Think You Want To Be A Manager? Part 1
Posted in Business, Management, Sales, tagged Business, Management, Sales on May 14, 2009 | Leave a Comment »
When you are interested in moving into management, everyone tells you how fulfilling it is and they talk about important skills such as problem solving, delegation, planning, organizing, coaching. You think you’ve found Nirvana…but there are a few details they may have left out. When I started in management my VP told me that the first six months feel [...]
Overcoming Commoditization Through Effective Selling
Posted in Commoditization, Sales, Strategic Selling, tagged Business, Commoditization, Sales, Strategic Selling on May 1, 2009 | Leave a Comment »
I believe that some companies are unnecessarily commoditized in their market. Value comes from how you sell, not always from what you sell. However, experience alone will not drive optimal results without a sound account strategy. A well-designed strategy gives you greater control and it will help you avoid commoditization. Companies can avoid commoditization by [...]
Keeping Your Sales Team Engaged And Motivated In A Down Economy
Posted in Employee Engagement, Gen Y, Leadership, Management, tagged Business, Change Management, Communication, Down Economy, Employee Engagement, Leadership, Sales on April 23, 2009 | Leave a Comment »
Most sales people are by driven reward, and recognition. As cliché as that sounds, I have yet to see a compensation plan that my top sales reps did not dissect and leverage. I have yet to see a top performer fail to appreciate the recognition that comes with a successful close or year. So assuming [...]
How Leaders Can Support Selling In A Down Economy
Posted in Customer Management, Leadership, Management, tagged Down Economy, Leadership, Sales on April 21, 2009 | Leave a Comment »
In a down economy, what are you doing differently? Equally important, do you know what your customers are doing differently and what they need from you? Business works differently in a down economy. Unfortunately, many companies lose their external focus during this time and in some cases, lose their long-term focus. In a down [...]
