Changing sales processes and procedures is relatively straight forward; changing attitudes and actions of experienced sales reps isn’t. Anyone who has been involved in managing or directing a sales team knows first-hand the resistance of reps to change the way they sell, even if the current efforts aren’t producing positive results. Regardless of the change […]

Most salespeople love to be active – out in their territories, seeing people, solving problems, putting deals together. This activity orientation is one of the necessary characteristics of a sales personality. A day sitting behind a desk is their idea of purgatory. Unfortunately, this activity orientation is both a strength and weakness. Much of a […]

Our objective for this chapter is to equip you with an understanding of the principles and processes you’ll need in order to develop effective account strategies. Keep in mind that you are in it (this job) for the long-term. This is not a six-month job. You’re going to be doing this work, calling on these […]

  Steps towards Sales Success   Defining a Sales Process In simple terms, a sales process is a systematic approach involving a series of steps that enables a sales force to close more deals, increase margins and make more sales through referrals. The ‘series of steps’ are customer-centric and help the sales force of a […]

Having a long-term goal and a plan to get there is extremely important, not to mention exciting. It’s great to know that your desire to be CSO of a major corporation can be reached in ten years or less if you just stick to your plan. But those far-off goals can also be pretty daunting, […]

An achievable Sales Plan A sales plan is an incredibly useful tool for salespeople at any level. The well-written sales plan is a roadmap that will take you to your goal(s) within a specific time frame. If you don’t already have one, sit down and write a sales plan up today! To write a sales […]

There were days when companies thought about improving the product alone to enhance sales. In today’s hyper-competitive global market, growing sales is typically based on improving the sales process first. Understanding the sales process and how the sales force is adapting to it will enable companies to focus on sales resources better.   A commitment […]

How Sales Process Improvement Can Help to Increase Margins and Revenue Growth! I find it useful to remember, everyone lives by selling something. -Robert Louis Stevenson We never lead with product; we lead with need. -Zig Ziglar My creativity strikes at the heart of sales – it’s focused on building relationships, improving presentations, and closing […]

This is a question I get asked a lot. The question comes from companies of all size. When I’m asked this question I immediately ask the person if they have a sales process in place now. Typical answer is yes, but then when I challenge them on what the process is, the excuses begin to […]

You will always be your number one customer. It’s not the big account you service, nor is it the hot new prospect you just uncovered. It’s you. The reason is simple. If you’re not completely confident in what you’re selling, you will never come close to maximizing your sales potential. Your sales motivation will always […]