An Often Forgotten – But Always Critical – Sales Management Task As we’ve already mentioned, sales managers usually feel like they have enough responsibilities to take care of on any given day – and in fact, maybe too many. But in between customer service issues, managing a sales staff with lots of personal and professional […]
The Anatomy of a Great Sales Question Many salespeople, once they are past the first few months in their career, quickly realize that good questioning is a cornerstone of their ongoing success. That is, the more and better questions they can ask, the more likely prospects are to open up and look to you for […]
Are You Measuring The Sales Metrics That Matter? If there is one thing that just about every sales manager on the planet can relate to, it’s the feeling of getting up close and personal with a lot of numbers. Regardless of whether your department is big or small, whether you sell shoes or superconductors, we […]
5 Sacred Rules of The Hunter Every leader knows that good salespeople can make a critical difference in an organization. Sales professionals drive our economy. But as they continue to hone skills, they have to focus on best practices as well. Selling in any environment is never easy. For quality sales professionals, it is all […]
How To Define Sales Targets Experience shows that the most effective hunters are very focused on who they go after. They target solely high potential clients. High achievers do not chase every piece of business. The hunt must exist only for those clients with high potential. So then, how do you define high potential? How do you […]