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July 30, 2010 11:13 PM
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 30, 2010 11:13 PM
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 30, 2010 11:13 PM
Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.
July 30, 2010 11:13 PM
While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.
July 30, 2010 11:13 PM
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 30, 2010 11:13 PM
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 30, 2010 11:13 PM
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 30, 2010 11:13 PM
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 30, 2010 11:11 PM
What is the strategy to address the challenges of motivation and performance as we move forward into these uncharted waters?
July 30, 2010 11:13 PM
With the current state of the economy, it is imperative that sales professionals be both confident and competent to achieve maximum success.
July 30, 2010 11:12 PM
How do you recruit more members for your sales team? And, how do you turn them into high-producing sales leaders?
July 30, 2010 11:12 PM
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 30, 2010 11:12 PM
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 30, 2010 11:12 PM
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 30, 2010 11:12 PM
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 30, 2010 11:13 PM
Industry experts weigh-in and share their insights on how to get your sales team focused and drive productivity.
July 30, 2010 11:14 PM
Brainshark survey also shows reduction in sales meeting frequency; fine dining and bar tabs drying up.
July 30, 2010 11:14 PM
Here's how one provider of IT services is accelerating sales momentum and boosting revenue performance during the current downturn.
July 30, 2010 11:13 PM
India's sales culture has traditionally been very relationship-based, but as the country's business landscape becomes more competitive, companies are turning to sales training and tools to gain an added advantage.
July 30, 2010 11:12 PM
It's a common leadership success story: a new leader comes into a crisis situation and implements a successful turnaround. Historically, being in crisis is positive contributor to successful transformations at all levels of the organization, either company‐wide or within a single department, such as the sales organization.
July 30, 2010 11:12 PM
It's a common leadership success story: a new leader comes into a crisis situation and implements a successful turnaround. Historically, being in crisis is positive contributor to successful transformations at all levels of the organization, either company‐wide or within a single department, such as the sales organization.
July 30, 2010 11:11 PM
The New Year is only days away, and already the anxiety and excitement are building. As many seek refuge from the seemingly never-ending barrage of economic negativity in the media, others look ahead to new beginnings.
July 30, 2010 11:13 PM
A high percentage of newly minted sales managers fail to understand the differences between their new management roles and their former sales positions (from which most were promoted). Needless to say, this presents a serious problem.
July 30, 2010 11:18 PM
I Love Rewards has announced the availability of SalesCentive&x2014;a non-cash incentive solution intended to motivate sales teams to accurately log and perform the prospecting activities that fill their sales funnel&x2014;on the salesforce.com AppExchange.
July 30, 2010 11:18 PM
Salesforce has announced the introduction of Chatter, an internal collaboration tool for businesses with social media functionality. Among its features are user profiles, status updates, content feeds, networking groups, and the ability to pull in Twitter and Facebook feeds.