Sales letter articles
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- 2007-11-13 22:16:19 - How do i manage workplace conflict?
- Workplace ConflictConflict is an inevitable part of business life and not all conflict is negative. Most people would agree that where there are people there is conflict.Some workplace conflict is healthy and if viewed positively can be an opportunity and catharsis for you and your business to effect positive change! It's all how you think about it.However where unhealthy conf...
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- 2007-11-13 22:16:19 - How to sharpen your sales message with do-it-yourself focus groups - small business power tools
- You've probably heard of focus groups. It's a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call "clue hunting." For example, I once sat through a series of focus groups on a new camera-related product. After three focus groups, we were...
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- 2007-11-13 22:16:19 - Make time, not excuses
- There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)Recently we were presenting this information in a workshop on Prospect Management, when one of the participants raised his hand and said: "That's great. Bu...
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- 2007-11-13 22:16:19 - How to have a successful retail sales event
- In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was "how can I make sure I have successful sale?" While there are no hard and fast answers to this question, there are some guidelines you can follow to maximize your chances of that sale being successful.First, if your store is in an area with fairly ...
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- 2007-11-13 22:16:19 - Beyond the golden rule
- There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale.However if we realize that we are always selling ourselves to others for cooperation and mutual benefit, it goes a long way to greater understanding and connectio...
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- 2007-11-13 22:16:19 - How to sell strategically
- If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?The starting point for strategic selling is figuring out a) which customers produce the bulk of your sales, and b) what they a...
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- 2007-11-13 22:16:19 - Why performance-based recruiting produces top sales performers
- Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates have a minimum number of years of sales experience.Wh...
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- 2007-11-13 22:16:19 - To increase your sales and revenue make sure to add value
- What are you and your company's services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth and value and to set a baseline value for the contributions you bring to the table. To illustrate, following is a simple example based on a company that pr...
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- 2007-11-13 22:16:19 - Whats a professional sales manager?
- I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn't have my usual number of proposals out for consideration. So, I wasn't as busy as usual. As my activity slowed, I began to worry. My doubts increased to the ...
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- 2007-11-13 22:16:19 - Franchise sales; recruiting of laid off employees
- Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations are working to cut payroll costs. Almost all of these people have absolutely had it with corporate life; they feel burned and unappreciated. They realiz...
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- 2007-11-13 22:16:19 - It?s time for a sales management revolution
- Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month, tightly controlling teams, and constantly reacting to emergencies. There has to be a better way.Are you ...
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- 2007-11-13 22:16:19 - Change in sales organizations starts with me
- Question: What do the following have in common?- I spend a lot of time spinning my wheels and not getting very much done.- I am continually frustrated with the performance of my sales team.- Why can't my sales team be more independent thinkers? They come to me with EVERYTHING!Answer: These statements reflect people who are continually frustrated with the same problem. T...
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- 2007-11-13 22:16:19 - How to keep projects from spinning out of control
- Are you involved in projects that seem to go nowhere in a hurry?Change usually happens in an organization through projects, which can take many forms, and may not always be called projects. The easiest to recognize is the traditional type, with a beginning, middle and end, such as the launch of a new product or the implementation of a system. Other projects involve developing people and are...
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- 2007-11-13 22:16:19 - Stop drowning: nine strategies for managing your priorities
- I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager. Susan is also exhausted.Her day is packed with conflicting priorities, all demanding her time. She goes out on calls with her sales team, trying to motivate and develop them; she deals with endless phone calls and e-mails and interruptions; she fights fires; launches new pr...
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- 2007-11-13 22:16:19 - Free to succeed: effective sales leadership using a coach approach
- About 2 years ago, I participated in a training program I'll never forget. The leader divided us into two teams. Each team's task was to fire a whack of darts into each number on a dartboard. The leader of Team A was given instructions that his team had to hit the numbers in a certain sequence. He then related the sequence, number by number, to his team.The leader of Team B was told that he...
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- 2007-11-13 22:16:19 - A coachs handbook for sales managers
- This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section "About the Author".Quote of the month: "A leader is the relentless architect of the possibility that others can be." Benjamin Zander, Conductor of the Boston PhilharmonicSales organizations have access to more or less the same resources. They ...
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- 2007-11-13 22:16:19 - The boss from hell: quick to criticize, slow to praise
- So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch.Jamie is a hard-working, cheery, full-of-ideas kind of manager. She leads two high-functioning teams who support each other very well. So why does Jamie come to work with a stomachache every day? Why does her staff often feel paralyzed? It's because Jamie's boss, VP of ...
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- 2007-11-13 22:16:19 - 3 secrets that set the context for sales success
- In today's competitive environment, every organization is trying to improve sales results. In every company, the most important ? and vulnerable ? link in the success chain is the performance of their people. As a sales management trainer and coach, I see that managers across every industry fail to take a hard look at the capacity of their people to provide the service -- whether it's to internal ...
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- 2007-11-13 22:16:19 - 6 steps to avoid losing summer sales
- It's a fact - the online world dies down in the summer time. Kids are out of school, families are on vacation, there's fairs to attend to, and many are just spending too much time outside to be online. For those that market mostly online, the summer months could be eating your profit. The good news is, it's easy to take your product to where your market is - offline.While some of you may mo...
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- 2007-11-13 22:16:19 - Disclosure laws favor international terrorists
- The Federal Trade Commission has rule that are supposedly in place to protect franchise buyers from fraud from franchisors who might attempt to mislead them into purchasing a franchise. Part of the franchise rules are addressing required disclosure paperwork. In this disclosure document, which is required to be given to franchisees 10 days before any purchase is made are the names, addresses, phon...
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- 2007-11-13 22:16:19 - All small businesses need to gather community intel
- How well do you know your community? As business owners it is essential that we know our communities intimately. Have you ever made the effort to learn more about your town; Do you even know where to look. Lets discuss some ways to gather intel for your community based marketing efforts.First you need to put on a fresh perspective. You need to think like a person who knows nothing about you...
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- 2007-11-13 22:16:19 - How to beat the 80/20 rule in sales performance -- part 2
- Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it: What are resumes? They are an individual's subjective portrayal of their capabilities and experiences. What occurs during an interview? Interviewees attempt to pac...
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- 2007-11-13 22:16:19 - How to beat the 80/20 rule in sales performance -- part 1
- Business executives and sales managers frequently bemoan "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results?Certainly there are some sales skills that anyone can lear...
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- 2007-11-13 22:16:19 - Pointless targets
- I recall a heated discussion with a sales director some time ago where I proposed that the long-term effect of setting activity targets for salespeople would eventually lead to failure. He vehemently made the point that he had systematically imposed activity targets on his sales force and that the result had been to treble average income per salesperson within 18 months.What he didn't say, ...
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- 2007-11-13 22:16:19 - Do you really want local county contracts?
- If you really want to secure government contacts at the county level; there is a lot more than just getting on a list and bidding on a solicitation. Government even at the country level is a little corrupt and insider-ish. You can complain about the evils, backdoor deals and wasting of tax payers money or you can remember that the imperfect system is run by humans and what goes on in generally wha...
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- 2007-11-13 22:16:19 - Producing premium performance
- One of the major issues that arises in managing a small or medium size business is in the area of employee performance. Many business owners are frustrated with the poor performance of their team or some individuals within their team. No matter how hard they try, they don't seem to be able to create a sustainable improvement in performance. The tendency is to blame the employees for poor pe...
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- 2007-11-13 22:16:19 - Project/program management best practices for success in any industry!
- Where is our success? Although there have been improvements, over 60% of projects/programs failed and many were canceled in 2003 (ref:The Standish Report CHAOS)! Our goal for 2004 and beyond is to contribute to a 60% and better, project/program success rate! STOP THE MADNESS-MANAGE AND CONTROL PROJECTSWITH THE FOLLOWING:Best Practice Processes for Project/Program Success(Outline):...
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- 2007-11-13 22:16:19 - How to improve your management procedures usability
- Are your people consistently following your procedures? Each year, organizations lose thousands of dollars through common mistakes and lapses in usability. But what does that mean for business owners and executives?Ask yourself:Are your required actions described thoroughly and accurately, or are the details left open to interpretation?Is your content consis...
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- 2007-11-13 22:16:19 - The get dangerous quickly approach to product/service training
- In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. The distributor's management felt a team of specialists could help jump-start growth in software sales.This was a very interesting project for several reasons. First, the dist...
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- 2007-11-13 22:16:19 - Profitable relationships: is it amateur hour or king of the hill?
- "We're in the relationship business?...airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked,Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you're on a deserted island, you must connect with, interact, and influence people every ...
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