Sales Management

7 07, 2013

How to Measure Sales Effectiveness

By |2021-01-12T07:30:39+00:00July 7, 2013|Sales Consulting, Sales Management, Sales Prospecting|

It can highly improve management of a sales team by knowing how to measure sales effectiveness. You won’t have the information needed to make the minor adjustments which will help you to increase your sales if you don’t know what the individuals are doing well and where the areas for improvement are needed. The following [...]

3 07, 2013

How to Increase Sales Revenue

By |2021-01-12T07:31:02+00:00July 3, 2013|Sales Coaching, Sales Consulting, Sales Management, Sales Prospecting, Sales Tips|

Pretty much every business and sales organization focuses on how to increase sales revenue. The following are seven specific areas where attention can be focused to try driving an increase in sales revenue. 1. Improve Sales Messaging Usually, there is always room for improvement with sales messaging. An easy place to start is looking at [...]

18 06, 2013

Key Skills for Sales Associates

By |2021-01-12T07:28:50+00:00June 18, 2013|Sales Coaching, Sales Management, Sales Prospecting, Sales Training|

The great thing about sales is that there are certain skills for sales that can lead to successful sales performance. Communicating Value It will be important for sales associates to be able to effectively communicate what they have to offer and grab a prospect’s attention. The skill of communicating the value that the sales person [...]

7 06, 2013

Using Sales Role-Play to Improve Sales Performance

By |2022-04-19T14:58:02+00:00June 7, 2013|Cold Calling, Sales Coaching, Sales Management, Sales Prospecting, Sales Tips|

Sales role-play is a tool which can be used to decrease uncertainty of how a sales person is going to perform keeping in mind that working as a sales person can be very challenging. Two people practicing a sales scenario with one person being the sales person and the other being the prospect or customer [...]

29 05, 2013

How to be a Good Sales Manager

By |2021-01-12T07:24:44+00:00May 29, 2013|Sales Coaching, Sales Management, Sales Tips, Sales Training|

Figuring out how to be a good sales manager helps those in management as well as all the staff which report to the sales managers. Before looking at some principles to create improvements, let’s talk about some of the common practices. Common Sales Manager Practices A sales manager plays the role of leader and educator [...]

26 05, 2013

Challenges with Managing via the Sales Funnel

By |2021-01-12T07:24:58+00:00May 26, 2013|Sales Coaching, Sales Management, Sales Prospecting, Sales Training|

The concept of a sales funnel is one of the most common models for managing sales activities and sales teams. This model is built on the understanding that you put in some amount of activity into the top of the funnel and then out of that you’ll get a particular number of conversations. Then, from [...]

13 10, 2012

What is Cold Canvassing?

By |2021-05-20T10:21:19+00:00October 13, 2012|Cold Call Script, Cold Calling, Sales Management, Sales Process, Sales Prospecting, Telemarketing, Telesales|

A sales tactic where a sales person cold calls across a territory or list of target prospects with the primary goal of collecting information is cold canvassing.  The investment of effort and time is set into motion with the ultimate goal being to generate leads and increase sales, but that larger goal is put on [...]