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July 31, 2010 12:10 AM
Sales 2.0 is the next generation, and companies that continue to sell the way they sold in the past will become less profitable, or fail altogether.
July 31, 2010 12:10 AM
There used to be a time when brands had the luxury of talking at—not with—their customers. The infrastructure required to initiate communication across more than just a handful of individuals was substantial, and typically required access to media such as radio, television, or print resources. No longer
July 31, 2010 12:13 AM
My feelings about LinkedIn are not theoretical, and I'm not a paid advertiser of it. What I am is a beneficiary of this social media/marketing platform. I've personally used LinkedIn to build two businesses with this Website as the primary lead source.
July 31, 2010 12:13 AM
Reduce the amount of time it takes for your new salespeople to generate revenue by creating your own Revenue Accelerator Program.
July 31, 2010 12:13 AM
Revenue is not a metric—it is a result. There is nothing sales managers can do to address revenue. They can, however, work with a salesperson on specific activity levels that lead to quota attainment. In essence, the statistical components of your sales metric management system create a success roadmap for your salespeople.
July 31, 2010 12:13 AM
Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water, and have a great salesperson pop out, wouldn't it? Obviously a pipedream…and yet, small business owners and sales management executives often follow a similar course of action in their search for great sales talent.
July 31, 2010 12:13 AM
Focusing your selection process on candidates' salesmanship will lead to hiring the wrong person for the job.
July 31, 2010 12:13 AM
Price has always been a major obstacle preventing salespeople from selling. Or at least, that's what salespeople say. Here is some evidence to the contrary.
July 31, 2010 12:13 AM
Most salespeople are passionate about their product because they see it as important for their clients. But importance alone doesn't make sales happen—a key ingredient is missing from their sales strategy.
July 31, 2010 12:13 AM
The life of a recruiter parallels that of a salesperson. Recruiters need to develop a needs analysis strategy when recruiting sales candidates, just like salespeople do when pursuing prospects. Lecturing candidates on how wonderful the company is doesn't inspire excitement; sales managers often refer to that approach as throwing darts while blindfolded. A candidate recruiting strategy using the same tactic is destined for failure.
July 31, 2010 12:13 AM
Sirens lure business executives and small business owners. The song they sing has one line: "Promote my top salesperson, put six people underneath him, and generate six times the sales." And in the end, many business executives and their companies have been led into harm's way.
July 31, 2010 12:13 AM
Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.
July 31, 2010 12:13 AM
While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.
July 31, 2010 12:13 AM
Everyone is searching for answers on how to sell in a down economy. Many feel that the sales game has changed, but in reality the economic challenge has forced salespeople to improve their skills and refine their approach.
July 31, 2010 12:13 AM
There's much to be said for having a defined sales process, but it's also important not to underestimate the personal side of selling. People don't like dealing with robots who don't think, don't care, and are inflexible. If you're not careful, you may create an ineffective sales team that has adopted robotic selling.
July 31, 2010 12:13 AM
Let me guess…the headline pulled you in, right? You may well be thinking someone has found a new formula for water—that there are two magical words you can say that will skyrocket your revenue and commissions. The reality is, these two words aren't ones you can ever say to a prospect, but they are guaranteed to drive your revenue and income.
July 31, 2010 12:13 AM
Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.
July 31, 2010 12:11 AM
What is the strategy to address the challenges of motivation and performance as we move forward into these uncharted waters?
July 31, 2010 12:13 AM
With the current state of the economy, it is imperative that sales professionals be both confident and competent to achieve maximum success.
July 31, 2010 12:12 AM
How do you recruit more members for your sales team? And, how do you turn them into high-producing sales leaders?
July 31, 2010 12:12 AM
Every sales force has certain outcomes that they are trying to achieve—retaining more customers, cross-selling products, or improving salesperson skills, to name a few. As the outcomes of sales processes, these objectives cannot be managed with the same degree of control as the processes themselves. Objectives can only be managed indirectly by managing salesperson activities at the process level.
July 31, 2010 12:12 AM
One of the biggest problems seen in many sales forces is a lack of direct linkages between corporate goals, sales strategies, and sales force behaviors. The three are frequently allowed to operate independently with the tacit (and often faulty) assumption they're all in alignment and working toward a common end.
July 31, 2010 12:12 AM
While most managers would say they have some form of sales process in place, the nature of that process might range from planning sales calls to completing major account plans. In fact, the sales function is a collection of distinct selling processes that work to accomplish unique objectives. But it isn’t necessary to have every process in your sales force—only those relevant to the way you want your salespeople to sell.
July 31, 2010 12:12 AM
Over the past decade or more, information systems have vastly improved the measurement and reporting capabilities within the sales function. But this increased access to data has not been accompanied by a corresponding increase in control over sales performance. Why is it more sales data has not necessarily resulted in better sales management?
July 31, 2010 12:13 AM
Industry experts weigh-in and share their insights on how to get your sales team focused and drive productivity.