Archive Monthly Archives: February 2009

The Sales Manager as a Leader

There are certain leadership ideas that we fail to identify and comprehend. Here is a short list of things you thought you knew about leadership.

*Leaders come in all shapes and sizes.
There are different types of leaders and you will almost certainly meet more than one type in your lifetime. Formal leaders are those we elect into positions or offices such as the senators, congressmen, and presidents of the local clubs. Informal leaders or those we look up to by virtue of their wisdom and experience. Both formal and informal leaders practice a combination of leadership styles.

*Leadership is a process.
Although some people seem to be born with leadership qualities, without the correct environment and exposure, they may fail to develop their full potential. You do not become a leader in one day and just stop. Lifetime education is vital in becoming a good leader for every day brings new experiences that put your knowledge, skills, and attitude to a test.

*Leadership starts with you.
As an adage goes “action speaks louder than words.” Keep in mind that your trustworthiness as a leader depends much on your actions: your dealings with your family, friends, and co-workers; your way of running your personal and organizational responsibilities; and even the way you talk with the newspaper vendor across the street. Repeated actions become habits. Habits in turn form a person’s character.

* Leadership is shared.
A leader belongs to a group. Each member has responsibilities to fulfill. Effective leadership requires members to do their share of work. To learn how to work together requires a great deal of trust between and among leaders and members of an emerging team. Trust is built upon actions and not merely on words. When mutual respect exists, trust is fostered and confidence is built.

*Leadership styles depend on the situation.
Most of the time, leaders employ a combination of leadership styles depending on the situation.

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The essential keys to self improvement and motivation

What are the three keys to self improvement and motivation?


Inspiration is critical to staying motivated and improving oneself. If you are not interested in your business,or sales career your motivation level will never be high and you will not be able to sustain interest for very long.

Take an honest look at your inspiration level. Are you excited about going to work or is it an obligation? You would be surprised at the number of people who choose a business that looks good on paper, but in reality does not interest them in the least.

These individuals will grow weary and uninterested pretty quickly because they have no inspiration or passion to sustain them during the difficult times they will encounter as a small business owner.

If you do not like your work, then think how you can re-focus your sales career to better match your needs. Or consider making a change entirely. Without inspiration, there will not be motivated to even try self improvement.


Short and long-term goal setting is vital for any salesperson. If you do not set goals, you would have no definite purpose on which path of self improvement to take.

How could you possibly be motivated if you were unsure about the direction of you or your company?

Take the time to put your goals in writing. A sales plan may sound daunting, but it is really nothing more than goals, strategies, implementation and a budget. Write your own sales plan and update it weekly.

Include “mini-goals” that can be accomplished in a matter of hours, as well as the more ambitious “grand-goals” that may take longer to complete. Refer to these plans throughout the year.

But can a sales plan really help motivate you? Of course. Written goals will make you feel more professional and certainly more connected to your business. It will also free you from having to reinvent your sales goals every single day.


Another key factor in getting and staying motivated is networking with your sales team if you belong to one. No one person knows all the knowledge.

However, when a number of people begin working together, the challenges will just be there waiting to be conquered.

In fact, the isolation of working alone is of one the most difficult parts of being an effective sales person. You can never be on your way to self improvement without the help of others. Mutual support is motivating.
Make it easier on yourself by connecting with others either in your community or online. Even when businesses are not related, you will often find common ground and ways to work together.

Many successful sales people report that finding the right networking group was a turning point in the growth of the business. Working together, a networking group can help its members generate more qualified sales leads and solve problems faster and more efficiently.

Sharing ideas, expertise and experience is also an invaluable aspect of motivation and self improvement.
Your own personal team of other sales people will help re-energize you when the burdens of running your own patch seem too much.

With your networking team to rely on, you can accomplish more in less time and probably have more fun in the process. You will feel motivated to accomplish self improvement when you know you are not alone.

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Extraordinary Business: Step 3 of 7 in " Seven Steps to Thrive in …

SPIN Selling – Neil Rackham Selling the Invisible – Harry Beckwith The next step in our series – Step Four: Re-evaluate Your Products and Services.

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For a Sales Managers Job

If you want that sales managers job you need to be a leader. Here are some tips on how to Become an Ideal Leader.

When you are at work, do you get frustrated because things don’t seem to be happening the way they’re supposed to be? You see people milling around but nothing gets accomplished. And in the daily hustle and bustle, do you feel that your goals remain just that – goals. Then maybe its time for you to stand up and do something about it.

Most people are content just to stand around listening for orders. And it isn’t unusual to adopt a follow-the-leader mentality. But maybe, somewhere inside of you, you feel the desire to make things happen – to be the head, not the tail. Then maybe leadership just suits you fine.

Some people believe that great leaders are made, not born. Yes, it may be true that some people are born with natural talents. However, without practice, without drive, without enthusiasm, and without experience, there can be no true development in leadership.

You must also remember that good leaders are continually working and studying to improve their natural skills. This takes a commitment to constantly improve in whatever endeavor a person chooses.

First of all, let’s define leadership. To be a leader, one must be able to influence others to accomplish a goal, or an objective. He contributes to the organization and cohesion of a group.

Contrary to what most people believe, leadership is not about power. It is not about harassing people or driving them using fear. It is about encouraging others towards the goal of the organization. It is putting everyone on the same page and helping them see the big picture of the organization. You must be a leader not a boss.

First of all, you have to get people to follow you. How is this accomplished?

People follow others when they see a clear sense of purpose. People will only follow you if they see that you know where you are going. Remember that bumper sticker? The one that says, don’t follow me, I’m lost too? The same holds true for leadership. If you yourself do not know where you’re headed to, chances are people will not follow you at all.

You yourself must know the vision of the organization. Having a clear sense of hierarchy, knowing who the bosses are, who to talk to, the organization’s goals and objectives, and how the organization works is the only way to show others you know what you are doing.

Being a leader is not about what you make others do. It’s about who you are, what you know, and what you do. You are a reflection of what you’re subordinates must be.

Studies have shown that one other bases of good leadership is the trust and confidence your subordinates have of you. If they trust you they will go through hell and high water for you and for the organization.

Trust and confidence is built on good relationships, trustworthiness, and high ethics.

The way you deal with your people, and the relationships you build will lay the foundation for the strength of your group. The stronger your relationship, the stronger their trust and confidence is in your capabilities.

Once you have their trust and confidence, you may now proceed to communicate the goals and objectives you are to undertake.

Communication is a very important key to good leadership. Without this you can not be a good leader. The knowledge and technical expertise you have must be clearly imparted to other people.

Also, you can not be a good leader and unless you have good judgment. You must be able to assess situations, weigh the pros and cons of any decision, and actively seek out a solution.

It is this judgment that your subordinates will come to rely upon. Therefore, good decision-making is vital to the success of your organization.

Leaders are not do-it-all heroes. You should not claim to know everything, and you should not rely upon your skills alone.

You should recognize and take advantage of the skills and talents your subordinates have. Only when you come to this realization will you be able to work as one cohesive unit.

Remember being a leader takes a good deal of work and time. It is not learned overnight. Remember, also, that it is not about just you. It is about you and the people around you.

So, do you have the drive and the desire to serve required of leaders? Do you have the desire to work cooperatively with other people? Then start now. Take your stand and be leader today.

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Spin Selling Technology — Hidden Business Treasures

Spin Selling Technology. February 10th, 2009 | Time Management, Commentary, Information Literacy, Business

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Taking That Job Interview

I found this great article by Marketing communications copywriter Charlie Trumpess.

He takes a humorous look at how best to tackle that age old terror, the job interview. I hope you enjoy it….

Let’s face it, job interviews are about as much fun as a hot wax with no anaesthetic. After all, attempting to showcase your talents to a bunch of strangers, usually against the clock and on someone else’s turf is not a natural act. Nevertheless, if you really want the job then you have to crack the interview conundrum. Giving ‘good interview’ is all about the three Ps – preparation, presentation and positive thinking. All interviews are basically made of the same hellish stuff, so let’s start at the beginning with the introductions.

The interview introduction can be a slippery customer and one that can easily get away from you. Once you enter that chamber of horrors commonly known as the interview room, you’re on your own, never sure if you’re saying or doing the right thing. The harder you try to relax the more nervous you seem to feel. Simply stringing a coherent sentence together seems like one of the labours of Hercules. Of course the room is unbearably hot and your mouth is unusually dry so your tongue swells, cutting off the oxygen to your brain. Panic grips you. Finally, just as you’re about to turn on your heels and make an undignified dash for the nearest fire escape, the kindly interviewer extends a friendly hand and welcomes you. Now what do you do?

Fear not. Introductions don’t have to be embarrassing, distressing or tearful episodes. Introductions can be easy and fun. You simply have to approach things calmly and logically. Stop and think about it for a moment. You’re meeting someone for the first time; it’s a clean sheet, an opportunity for you to write your own ticket without preconceptions or bias getting in the way. All you have to do is arrive on time, dress smartly, check your teeth for remnants of your last meal, be yourself and make sure you’re wearing industrial strength deodorant. What could be simpler? To build up confidence you can always practice introducing yourself in front of the bathroom mirror before you actually attend any interviews. You might want to try this in the comfort of your own home rather than in the washroom of your local pizzeria, where introducing yourself to fellow patrons might be frowned upon.

Having successfully navigated the interview introductions, your next big challenge is to deal with an offer of refreshments. Something as seemingly benign as a cup of tea or coffee can wreak havoc during an interview. Having to juggle hot liquids in flimsy plastic cups while convincing a stranger of your marketing expertise or business acumen should always be avoided. Accepting or declining refreshments is something of a judgement call, as you don’t want to appear ill at ease, but remember the risks are high. Loud slurping or gulping won’t endear you to the interviewer while spilling hot chocolate down the front of your cream and oatmeal business suit is a blunder few candidates can easily recover from. So, if you find fear and anxiety has made your mouth as dry as Death Valley on the hottest day of the year simply ask for a glass of water. It’s probably your safest option.

According to certain eminent psychologists, who study such things, the first few minutes of any interview are crucial in determining the final outcome. It seems that first impressions really do count. With the preliminaries over, it’s time to tackle the main event. By this stage of the game you’ll either be brimming with confidence or desperate for the lavatory, a cigarette and a family-sized candy bar. Whatever happens you must stay focussed on the task at hand. 105 seconds is all the time you’re going to get to make the right impression. The key is not to panic. DON’T PANIC! If you’re properly prepared then nothing can go wrong. You should know exactly what questions to ask, what to say, and when to say it. Try to anticipate the questions the interviewer is likely to ask, and have your answers ready. But remember, before answering pause for a moment. It looks more natural. Keep your delivery clear, consistent, positive, short and simple; then you won’t go far wrong. And try not to get sidetracked or go off at a tangent.

However doubtful you are, take it on trust that having your highly polished, recently manicured fingernails pulled out with rusty tweezers is far worse than your average job interview. Interviewers aren’t the monsters they might first appear. They’re just ordinary people doing a difficult job. If the interviewer makes a poor decision then both you and your new employer will suffer the consequences. The best thing that you can probably do is place your trust in the interviewer’s experience while checking the chair you’re offered for chains and thumbscrews. At the end of all this torment, after saying and doing everything right, you still might not get the job. Sometimes life is fickle. In such a case, try to get some positive feedback on your interview technique and move on.

Typically, just as you start to relax and feel you’re building a rapport with your interviewer you’ll find the whole torturous process suddenly coming to an end. And it’s now, at the end of the interview that you face your biggest challenge. As your confidence levels climb it’s tempting to drop your guard and divert from your original interview strategy. Resist this impulse. Technically known as ‘end-of-interview euphoria’ you must fight the urge to say something witty or clever. In the intoxicatingly thin air of your newly found confidence the chances are that your wit and cleverness will be interpreted as glibness or even rudeness. Take it from someone who has suffered this fate; fight your urges and keep your mouth shut without you’re asked a direct question.

Maybe not the big finale you imagined or rehearsed, but safer by far to conclude your interview with a thank you, a smile and a gentle reminder of your contact details. Before you stand up to leave, especially if you’re one of that daredevil breed who recklessly accepts liquid refreshments, make sure that everything spillable is out of harm’s way. Now, all that remains for you to do is get out of there. At this last delicate stage of the proceedings it’s advisable not to run. Hazards are everywhere and tripping over the wastebasket, upsetting the coffee table or ripping the telephone line out of its wall-socket will usually go against you. Whenever possible it’s best to leave your potential new employer’s office building, fixtures and fittings just as you found them. Play by the rules and you’ll walk out of there with a new job in the bag. Congratulations. Alternatively, tomorrow’s another day and another interview.

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SPIN Selling Questions Tool « Demand Metric Analyst Perspectives

Use this tool to create SPIN Selling probing questions: Situation; Problem; Implication; Need-payoff. spin-selling -questions-tool_0001.

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Instant Sales Letters

Want more business? Want to increase your sales?

If that is the case you should check out this website,
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Managing your Contacts

I am not sure if you are like me or not, but managing your contacts can be a real nightmare if you are not organized.

It is a requirement as a Sales Manger’s Job that you and your sales staff have all relevant details about your clients at your fingertips.

you need to be able to build a worthwhile database, and to be able to track not only appointments but history of staff sales calls, outcomes of a sales call.

there are many programs out there to handle this and I am currently reviewing a number of them.

In the next few weeks I hope to be able to bring you the results and make some recommendations.

There is nothing worse than forgetting to contact your customers and by utilizing a good Customer Relationship Management program is paramount in and Sales Management position.

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