Archive for January, 2009

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More on the Sales Managers Job

Wednesday, January 28th, 2009

The key to success for a Sales Manager job.
To be a successful Sales Manager is to focus on planning, relationship building and effective communication.
A problem many Sales Managers face is seeing themselves as the person stuck in the middle, trying to find the correct balance between people above and people below in the [...]

SPIN Selling « Selling B2B Service

Friday, January 23rd, 2009

It was a pleasure to recently re-read SPIN Selling . Rackham does a fine job of summarizing the results of a massive sales research effort. Anyone who has been a salesperson or has taught professional selling must be amused by his …

Confidence-Whose responsibility is it?

Tuesday, January 20th, 2009

Today’s rant is about confidence, something that is required in any Sales Manager’s Job.
Only one person can build your confidence – guess who? That’s right, you.
If you don’t do it, who will?
It will only happen if you make a firm commitment, set goals, plan a strategy and take action.
All of this means accepting full responsibility [...]

Have we forgotten how to sell? What are Sales Manager’s doing?

Sunday, January 18th, 2009

This is a recent news item from Webpro News:
My take on this is maybe we are missing the boat. When will company managers and Sales managers start to understand that selling is a skill?
Do customers require incentives and discounts to buy all of the time? From my experience selling skills overide all of this nonsense [...]

Sales Manager Tips

Friday, January 16th, 2009

Only one tip today:
Treat your sales staff with respect. Do not criticise them in front of others, if you have anything you disapprove of please make certain you discuss it in private with the person concerned.
There is nothing worse for staff moral than a dressing down in front of others. Big bully’s only demonstrate [...]

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