How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and running their sales teams yet they all have problems from time keeping those teams on target and "up for it!" In this article I am going to cover the core fundamentals of How to Develop a Proactive, New-Business Sales Team. These are the same strategies and techniques that I have used to help many of my clients explode their personal and their team's sales. These strategies all combine an exciting and proven mix of attitudinal, skills and structural development that really works and what's more they're fun so your staff will want to use them!

When I ask my clients what stops them from achieving their business goals they tell me that they just cannot find enough staff who will consistently canvass new business and this prevents them from opening enough new accounts. Or even worse that once their staff have got "enough" business in the pipeline they will simply stop their proactive activities. This is common place in sales teams in my experience and afflicts most sales people. This reticence to pick up the phone is a combination of factors and one which I have made one of my core sales focuses so that I can provide my clients with what they need - more sales.

When we talk about sales teams we tend to talk about skills, strategies and experience. Whilst these are important they aren't the key. We've all recruited someone who's been there, seen it and done it yet when they turn up in your business they just seem to leave their skills at home! You know the type - the "big-hitter" you recruit because of their CV and their ability. You're already counting the increased revenue onto the bottom line yet right from their first day you know that their attitude's shot! I'm sure you can think of your own examples?

What's missing is sales motivation ? the ability to access the sales skills that we have within us. Anyone can pick up the phone and say "Hello" to a client even if they don't know how to structure a call and a salesperson with high sales motivation will. A salesperson with low sales motivation however will often avoid the phone at any cost giving "reasons" for not doing so such as "I don't have the time", "I don't know the market well enough" or "I am too busy" ? the list goes on!

Sales motivation has three areas that are crucial to the success of your new business teams:

  • Being motivated to want to sell
  • Remaining motivated during the sale
  • Re-motivating yourself after the sale whether the sales went well or badly

Helping sales staff to understand their own sales motivation levels before they pick up the phone, coaching them in core skills whilst they are on the phone and reflecting with them whilst they learn after the call is essential to creating a successful sales engine. This holistic approach ensures that you will get results fast.

So what's wrong with good old training?

Well, there's nothing actually wrong with training in of itself. It's what your staff do with it that counts. When you think about it, the training is worth nothing if your staff don't use it to get results. And that's what you need - action and results!

Lets imagine that a person goes to a specialist doctor with a bad back. After the examination the doctor says that he thinks that they should do 20 minutes of exercises every day. The patient complains and says that they want some painkillers. The doctor repeats his advice but the patient is adamant. After a small negotiation the doctor prescribes some painkillers but says "remember to do your exercises". Three months later when the patient returns to the doctor with an even worse back and he admits that he never did the exercises whose fault is it?

You need to find ways of working with your teams to get phenomenal results not to prescribe pills. Anyone can pop pills!

OK! So how do I do this?

In working with many leading organisations I've found that most sales training is too complicated for many sales staff to assimilate and use on a day to day basis. You need to start by implementing simple, repeatable, manageable processes and techniques. We all know that for a successful business common sense must be common practise. You need to focus on simple things that will have an immediate impact on the ability of your staff to win new business now. Just imagine your team reaching new clients, pitching new decision-makers and having more success utilising strong opening statements, getting past gatekeepers, handling objections and building effortless rapport!

Some studies show that 83% of sales are made because people like each other! When your sales teams hit the phones with the right attitudes, the necessary core skills and the ability to build rapport they will rapidly get results. This first contact with new clients not only defines your company but also dictates how seriously you will be taken. How many times have you seen your staff get passed down the line by a client to later be told that the decision-maker was actually the first person they spoke with? As you know, this is usually because the sales person wasn't taken seriously enough in the first place. With these core strategies under their belts this will become a thing of the past.

But that's not enough! You'll have to put systems and strategies in place to get your sales team to do these things on a daily basis. I would call doing what you know works - professionalism. Unfortunately however, sales people spend a lot of time talking about professionalism but very little actually delivering it. If you had an administration person in your company but they refused to file alphabetically you'd pretty quickly remove them from the payroll! But with sales people we let them go on for years and years doing everything wrong whilst they make the excuse of being an individual or having charisma! You must not let this happen in your business. Ironically, as you implement these structures and they start to take effect the morale in your teams will rise as staff realise that they are doing something worthwhile.

Moral: sometimes you need to make the decisions as the sales leader!

How would it feel to be able to open new accounts, even in a difficult market?

Cold calling and winning new business is essential to any sales organisation. If you're not growing, you're shrinking. There is no such thing as a static sales business! You really have to develop, support and coach more new business winners if you're serious about your business.

But how can I make a measurable difference?

Simple! Keep things simple and measurable. Design them to be supported by you or your managers in less than 10 minutes per day! Little and often is the key to success!

Sounds interesting - what areas should I concentrate on?

To explode the desires and abilities of your teams to win new business you need to focus on several core areas and you need to allocate between 3 to 6 months to ensure that the core strategies, attitudes and skills that you are looking to change become habitual behaviours.

1) Focus on the individual

You need to concentrate on helping your sales people to understand themselves better and why they are in a sales role. What's important to them about their work? What do they want to achieve? Why do they want to achieve this? What will happen if they achieve it? What will happen if they don't? What importance does winning new business play in the achievement of those goals?

Begin to identify areas where they can gain quick wins. Working mostly on their own and with your support you are looking to open their minds to a new way of thinking. Why not create a questionnaire or an audit of where they are now? What about creating a coaching form or process? This need only take a few minutes per team member per day.

2) Training on key attitudes and skills

Decide what the key attitudes and skills are that your team needs to be successful in winning new business. Create a simple, repeatable training programme and bring the delegates up to speed as fast as possible. Learning is associated with professionalism in the minds of many sales people and when you are looking to change beliefs, attitudes and skills you cannot skimp on this crucial part.

Start your training right now. You don't need to be a great trainer or an expert to do this. You can always call an expert (like me) later on! For the moment, what you're trying to do is help your team to feel valued, focus on what's important to them and improve fundamental areas of the sales process.

Training Tip 1: Before you even start training you need to get your staff to view training in the most productive light. There will be some who think that they don't need it, or that they're above it or that it's a waste of time! If you don't change this before you start then the results will be unpredictable. Try telling a story about peak performers and how training is important to their success. Get your staff to do a brainstorming exercise on why it's essential for them. Make sure that you ask them what their outcomes are prior to every training session.

Training Tip 2: When doing sales training you will find that there are many conflicting sources with one trainer saying one thing and another saying another. Try to stick to simple repeatable structures and processes and one or two methodologies that work together.

3) Personal responsibility

It is impossible to force individuals to change and doing so would only create resistance. That said, once you have the "buy-in" of the team you need to empower them to take control of the development programme for themselves. Creating a personal action plan for the duration of the programme helps to consolidate their thoughts, hones their personal skills and enforces the key attitudes and behaviours necessary for success.

Your company may well have such action plans for use in the business that you can use and I'm sure that they will be well thought out and structured. It's worth noting however that in my experience it's usually more effective for the sales coach to develop their own coaching and action plans because they will be totally focused on your teams and your style of coaching.

4) Reinforcement

One of the questions that gets asked by managers and purchasers for companies is, "What return on investment will I get for my training?" I've seen many convoluted answers from training and development companies however the honest answer is, "It depends what you do when I leave!"

Even as an expert all I can hope for is to engage staff, create mindset change and inspire action. Unless I am paid to stay around I cannot guarantee success! Success is down to action and many of your team will need considerable support to ensure that these new behaviours and skills become part of their habitual behaviours. You need to create multi-sensory, experiential, ongoing, measurable and simple support tools to ensure that the new behaviours happen. I follow the management-coaching-autonomy model. Initially I "manage" people in their actions, gradually I step back into a more reflective coaching model and finally I release them to take autonomy for their own actions.

I went to one company where the HR Department was briefing the sales teams by asking them to "assess the training and see what they thought of it!" This was a team who weren't making hardly any proactive calls at all! What were they likely to take from this training? With a focus like that, not a lot! How easy would it have been for them to walk out saying, "Not for me that!" or "I don't think it's that relevant!" The focus should have been, "We're getting an expert in to help us. After this training we want you to come up with your own action plan on how you are going to use this to increase your daily activity and sales!" That way they know they are expected to act differently and that this will be measured and managed.

It always amazes me when staff who are seriously under-performing are sent on training and come back and say they know it all. If they do then why aren't they top performers? Don't let the wool be pulled over your eyes! Make sure that on the management side you create simple repeatable tools that ensure new behaviours and that help to create a fun and energised environment, which is supportive of change.

5) Celebrating success

It's important that any achievement is recognised and as your team puts the work in you need to create ways to recognise their success. In my experience many directors are internally orientated when it comes to motivation ? we know when we've done a good job and don't necessarily need telling. Many of your sales staff, on the other hand, will need that recognition. When I'm consulting with businesses the number of staff who say things like, "I don't feel appreciated" or "I just wish that someone would say well done" is phenomenal. I think that we sometimes forget to tell them because we don't need it ourselves or maybe because we aren't explicit enough in the way that we do it! I worked with one director who thought that he always said "well done" to is staff yet they thought that he never said anything. What he used to say was, "So what's next then?" In his head that meant, "Job well done. Now we can feel good and move on!" Unfortunately, what his staff heard was, "I'm never happy with anything you do, I always want more out of you!" As you might imagine that was an easy problem to solve once I heard it happening.

Exercise: Get a sheet of paper and write down as many ways of celebrating success that you can. Try simple "thank you", competitions, games, wall-charts and email reminders for starters.

Most of all remember that taking action in developing a proactive, new-business sales team is not only essential it's fun!

For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success.

Visit http://www.gaviningham.net now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.

In The News:

Sales Lead Management: Are You a Victim of Failure to Follow-Up?  Customer ThinkI talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage is when sales or marketing reps fail to follow-up ...
The Lowest Form of Sales Management  Business 2 CommunitySadly, too many managers seem to mindlessly echo the same meaningless mantra from some hopelessly outdated sales manager playbook. The answer to ...
How Influential Are You as a Sales Manager?  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Tech company Pipedrive opens second U.S. office in St. Petersburg  Tampa Bay TimesPipedrive offers sales management tools for small sales teams that need to manage lengthy or complex sales processes.
Improving Sales Performance Without Changing “How You Sell”  Customer ThinkToo often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new ...
Isuzu Power Solutions taps Lawson for sales management role  Australasian Transport NewsIsuzu Power Solutions (IPS) has appointed Troy Lawson as its sales manager for South Australia and New South Wales.
Focus on sales managers first | 2019-08-09  grbj.comWhen budgets are limited, the single most effective use of training money is not on the salespeople but rather the sales managers. Every sales organization ...
Sales Manager  The LincolniteThink2Speak is keen to recruit a commercially aware individual with experience of developing and maintaining relationships with schools, external partners.
Group Sales Manager - Agency  Radio Today (Aust & NZ)Southern Cross Austereo is all about delivering the best entertainment solutions across an unrivalled portfolio of multimedia brands with the biggest shows, the ...
Senior Sales Manager - £50000-£55000 - Guildford  Western Morning NewsSenior Sales Manager – £50000-£55000 – Guildford – IT Solutions. OTE £120k + Car Allowance + Corporate Benefits. Company Our client is widely regarded ...
Hotels make 5 appointments in sales, marketing  Hotel ManagementThe appointments, in California, Colorado, Illinois and Florida, comprise one promotion and four new hires.
Local Sales Manager  KTVNKTVN 2 News, a CBS affiliate, is looking for their next Local Sales Manager.
Latest Radio News, Talk Shows, Sports, Hosts, Personalities  All Access Music GroupIn the wake of RYAN MAGUIRE's exit as Dir./News and Programming at BONNEVILLE News-Talk KIRO-F/SEATTLE, as first reported by ALL ACCESS last week ...
Aesthetic Management Partners Appoints Mr. Steve Catone as Vice President of Sales  Business WireAesthetic Management Partners, a business propeller that delivers growth and innovation strategies in the aesthetic industry, announced today that the.
Shimano North America Fishing Appoints Jim Lupinski Senior Sales Manager  SGB MediaShimano North America Fishing Inc., a subsidiary of Shimano Inc., this week announced the appointment of Jim Lupinski as senior sales manager.
Brett Thorstad has been appointed VP Sales Management at Sabre Hospitality Solutions  Hospitality NetSabre has appointed Brett Thorstad as Vice President Sales Management - South East Asia and APAC Joint Ventures. In this role, Brett will oversee sales ...
Do You Have Happy Ears?  RadioinfoPeady's Selling Engagement. Most of us would agree that a salesperson has to be enthusiastic. But unfortunately, too many are enthusiastic only about their ...
The Av8 Group Announces New Sales Manager  AviationPros.comThe Av8 Group is pleased to announce that it is expanding their sales team with the addition of Jeff Favati, sales manager. Jeff will be responsible for sales and ...
Sales Performance Management Market Outlook 2019 | Industry Size & Share, Insights, Growth Analysis, Industry Challenges, Future Trends, Forecasts To 2024  Denton ObserverThe “Sales Performance Management Market” Research Report provides internal and external data and expert surveys in the Sales Performance Management ...
Lowe's credits this new strategy in beating Home Depot on sales growth  CNBCLowe's is vying for a category of customer that Home Depot has traditionally dominated — the professional contractor.
Marketing/Sales Manager job, Muizenberg, Capricorn Business Park  Bizcommunity.comOverview Family business requires a top-notch, focused and organised individual to join the team with talent and ambition to grow the business Once in a ...
Ulta Beauty Earnings: What to Watch  The Motley FoolThese are the metrics to look for when the spa and beauty products retailer reports second-quarter earnings.
With RSN Arrivals, Sinclair Secures Jamison For Sales Role  Radio & Television Business ReportA woman who began her career in 1993 as an Affiliate Marketing Manager for Fox Sports Florida and since 2007 has been an executive board member of ...
New Jamesway regional sales manager for Southwest Asia  Far Eastern AgriculturePradeep Kolte has been appointed as new regional sales manager at Jamesway for Southwest Asia as of July 2019.
We Reviewed Sales Interview Questions From 7 B2B Unicorns: Here’s What Sales Managers Should Look (and Listen) For  Business 2 CommunityChoosing the right sales interview questions requires careful thought and preparation. Each question needs to have a clear purpose so (1) you can find out ...
Bailey Nurseries promotes Jim Kuon to regional sales manager  Greenhouse ManagementWith nearly 20 years of experience, Jim Kuon will oversee sales representatives who are covering the eastern part of the United States and Canada.
6 Keys to Success with Third-Party Sales  Business 2 CommunityManaging third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and ...
UoH faculty selected for AIMS-ICFAI Best Teacher award  Telangana TodayDr Chetan Srivastava, associate professor at the School of Management Studies, University of Hyderabad (UoH) has been selected for AIMS-ICFAI Best Teacher ...
The SWFL 100 seeks outside sales manager  The SWFL 100The SWFL 100 is looking for motivated, outside sales managers to assist clients in developing and implementing *content* marketing programs. We offer a ...
Brett Thorstad named Sabre's VP sales management SE Asia, APAC joint ventures  TTG AsiaSabre Corporation has appointed Brett Thorstad as vice president sales management, South-east Asia and Asia-Pacific joint ventures. In this role, Thorstad will ...
Worldwide Sales Performance Management Market Report Segmented by Type, Solution, Deployment, Services, End-user Vertical, and Region - Growth, Trends, and Forecast (2018 - 2023) - Asia & Pacific | 360 Market Updates  Independent TelegraphReport Title: – “Global Sales Performance Management Market – Segmented by Type, Solution, Deployment, Services, End-user Vertical, and Region – Growth, ...
Game of Phones: 4 B2B Inside Sales Lessons from Westeros  Delaware Business TimesThe Game of Phones is not so different than the Game of Thrones. Here are four B2B sales and sales management lessons we gleaned from HBO's hit series.
Customers and Rational Behaviors  Business 2 CommunityToo often, I'm in reviews with sales people whining, “The customer is irrational!” They go through a litany of complaints, including: “They don't understand our ...
Inovaxe Names Lisa Owens New National Sales Manager  I-Connect007Inovaxe has hired Lisa Owens as its new national sales manager. Based in the greater Fort Lauderdale, Florida area, she will cover the markets in USA and ...
People on the Move - News  Citizens VoiceEyewitness News. WBRE-TV, WYOU-TV, Eyewitness News and Pahome. page.com announced Keith St. Peter has been named news director for their ...
Sold Out Crowd Gathers in Peoria to Discover Leading Dealership Sales Management Strategies at the 2019 Dealership Minds Summit  Farm Equipment PublicationThe 2019 Dealership Minds Summit, held at the Embassy Suites by Hilton East Peoria Riverfront Hotel & Conference Center in Peoria, Ill., July 30-31, drew a ...
Customer Success and Sales: How They Work Together  Business 2 CommunityWhat's better for your business to focus on: customer success or sales? Customer success is the practice of cultivating deep and lasting relationships with your ...
Do We Need Sales People Any Longer?  Business 2 CommunityRecently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made a provocative suggestion, “Do we need outbound sales any longer?
Field Sales Manager / Business Development Manager North / North West CAMS  Bike BizWebsite CAMS (Cycling Accident Management Services). Job Description: CAMS is the UK's premier cycling accident management company. We've helped ...
Firms Capable of Diagnosing Salesperson Skills Gaps Outperform Other Firms by Eleven Percent in Meeting Sales Objectives  Yahoo FinanceNew research from the SMA and Qstream identifies five sales learning and development trends that are needed to train and retool sales teams to meet sales ...
IndRa revises BHEL outlook to negative  BusinessLineIndia Ratings and Research has revised the outlook on Bharat Heavy Electricals Ltd (BHEL) to negative from stable due to higher than expected decline in its ...
New Hands  Trade Only TodayDennis Wilson has been named national sales manager of Meeco Sullivan. “We are very pleased to have a leader of Dennis' caliber join our management team ...
Here's What Macy's and J.C. Penney Executives Are Saying After Earnings  Motley FoolMacy's and J.C. Penney are struggling right now, but both management teams seem confident that they can turn things around soon.
Red Robin’s Q2 traffic falls 6.4% as bargains are downplayed  Restaurant Business OnlineManagement is focusing on higher-priced menu options to help margins while aiming to please value-hunters with improved operations.
Manager - Sales Enablement - Civitas Learning  Built In AustinCivitas Learning is hiring for a Manager - Sales Enablement in Austin. Find more details about the job and how to apply at Built In Austin.
How to Increase Sales: 5 Data-Driven Principles  Business 2 CommunityWhat if you could increase sales without hiring new reps or spending any more money? More specifically, what if you could boost your revenues by applying a ...
3 Most Important Metrics In Sales  Business 2 CommunityI hesitated writing this, I'm calling out a colleague who I think is providing very well intended, but misleading advice. This individual is genuinely trying to be ...
Briefly in Business  The Elkhart TruthJanek named chief information officer for CTB. MILFORD — Robert (Rob) Janek has been named a vice president and the chief information officer of CTB Inc., ...
Sabre Appoints Brett Thorstad as Vice President Sales Management - SEA and APAC  ASIATravelTips.comSabre has appointed Brett Thorstad as Vice President Sales Management - South East Asia and APAC Joint Ventures. In this role, Brett will oversee sales ...
Jamesway announce new regional sales manager for southwest Asia  www.thepoultrysite.comWith that in mind, we are very excited to announce that Mr Pradeep Kolte has accepted a position with Jamesway and will be our new Regional Sales Manager ...
After recruitment of minorities and women gets CEO-level attention at Raymond James, a program gets a dynamic leader  RIABizWith ratios stuck in the teens, CEO Paul Reilly gives chief marketing officer at subsidiary Carillon Tower Advisers, Renee Baker, her shot at mission impossible ...
Naperville man elected as 2020 Senior Vice Commander for the American Legion Department of Illinois  Chicago Daily HeraldDuring its recent state convention, Wayne Fischer of Naperville was elected as the 2020 Senior Vice Commander of the Department of Illinois, American Legion.
How to Empower Your Sales Team With Thought Leadership  Business 2 Community*Content*, and specifically thought leadership, is now recognised as the perfect means to help drive the business development (BD) process. Sharing *content* with ...
FrontRoom Furnishings liquidating all but 1 central Ohio store  Furniture TodayCOLUMBUS, Ohio — FrontRoom Furnishings is liquidating four of its five remaining full-*service* living room specialty stores and an outlet location in this hotly ...
NKK Switches Appoints Abraham Macias As New Western Regional Sales Manager  CloudWedgeIn a bid to increase the rate of sales revenue in the US western region area, NKK recruited the services of Abraham Macias as its sales manager for that region.
How to Create a Content Strategy for Ecommerce Sites  Search Engine Journal*Content* strategy is complex, but incredibly important to get right. Here are the three key factors to consider when creating an ecommerce *content* strategy.
Medical Image Management Market 2019 Share, Scope, Stake, Trends, Industry Size, Sales & Revenue, Growth, Opportunities and Demand with Competitive Landscape and Analysis Research Report  Market Report GazetteMarket Report Gazette provides latest industry trending news, news *service*, IT & Technology news helps businesses connect with their target audiences in ...
AC Moore launches online artist marketplace  Retail DiveA.C. Moore has launched a marketplace for artists and makers, called A.C. Moore Marketplace. Since introducing the platform in late June, more than 3,000 ...
Europe’s Auto Finances Under Threat As Electric Era Starts  ForbesThe era of the electric car will kick off at the Frankfurt Auto Show next month after many false dawns, but the European industry in general and the German one in ...
Sales is Simple, Buying Isn’t!  Business 2 CommunityI succumbed to a certain amount of narcissism (as I often do) in my post: Sales Is Simple, Simple Is Not Easy. The problem with my post, as accurate as it may ...
'Waves of fury': the backlash that led advertisers to desert Alan Jones  The GuardianThe king of talkback radio is on shaky ground after his Jacinda Ardern comments, with 2GB warning this is his last chance. Amanda Meade. Fri 23 Aug 2019 ...
Town Talk | A look at what people get paid across the state; Lawrence teachers may be the biggest losers in wage race  Lawrence Journal-WorldWe should all have Kansas City envy. The state has released its annual report on wages across Kansas, and the numbers are a good reminder that pretty much ...
Leading Retail Brands are Leveraging Inventory Management Solutions to Boost Sales | Infiniti's Latest Success Story Reveals Why Inventory Management Really Matters for Retailers  StreetInsider.comLONDON--(BUSINESS WIRE)-- Infiniti Research, a leading market intelligence solutions provider, has recently announced the completion of their latest ...
Sales Scenario of Global Battery Management ICs Market to Remain Positive Through 2018-2026  Financial NewspaperBattery Management ICs. The report on Battery Management ICs market published by Persistence Market Research covers valuable insights based on market ...
Inbound Sales 101  Business 2 CommunityWe've all heard the mantra that the internet has changed the way we do business. Whether it's video *content* to bring prospects to your brand, or it's humans ...
Sales Specialist, Technology Job Opening in Austin, Texas  Publishers WeeklyA new Sales Specialist, Technology job is available in Austin, Texas. Check it out on PW JobZone.
Women-Owned, Woman-Run Dealership Takes Special Care to Build Community  Colorado Springs GazetteIf you've ever felt trepidation from walking into a car dealership, you can really relax with the people at Alpine Buick GMC South on 1313 Motor City Drive.
Undertone Featured on Selling Power's “50 Best Companies to Sell For” List in 2019 for the Seventh Consecutive Year  StreetInsider.comNews and research before you hear about it on CNBC and others. Claim your 2-week free trial to StreetInsider Premium here.
Gallery Sales Director ANNE NEILSON FINE ART  Charlotte AgendaAnne Neilson Fine Art is dedicated to being a lighthouse in Charlotte and beyond. With a focus on bettering our community, a portion of all sales are given ...
Director of Sales  NEWS10 ABCThe WTEN (ABC) & WXXA (FOX) Director of Sales oversees all aspects of the Sales Department, including staff management, pricing and advertising inventory ...
5 Things Every SaaS Salesperson Should Know About Marketing  Business 2 Community“Let's get ready to rumble!” Do the famous words of ring announcer Michael Buffer play in your head every time you meet with your marketing team? Trust me ...
Why New Sales Managers Need More Training  Harvard Business ReviewMost sales leaders would agree with what one sales vice-president once told us: “If your first-line management is broken, the entire sales force will be ineffective.
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
NIO (NYSE:NIO) Upgraded by Zacks Investment Research to Hold  TechNewsObserverZacks Investment Research upgraded shares of NIO (NYSE:NIO) from a sell rating to a hold rating in a research report released on Tuesday morning, Zacks.com ...
Time for Elon Musk to step down as Tesla CEO: Top investor  LivemintLondon: A top investor in the electric car maker Tesla has stressed that Elon Musk should step down as CEO as his irresponsible tweets can do the company ...
Analytical Report on Sales Incentive Management Software Market to Eclipse US$ 12826.94 Million , Registering a CAGR of 15.5% By 2027  Market ExpertIn terms of revenue, the global sales incentive management software market reached USD 3,512,06 million in 2018, expected to reach USD 12,826,94 million by ...
Trustees elect officers, appoint committee to study beer, wine sales at sporting events  Western Carolina University NewsThe Western Carolina University Board of Trustees elected a slate of officers for 2019-20 and made appointments to several committees, including a new group ...
Thryv® Featured on Selling Power’s “50 Best Companies to Sell For” List In 2019  Yahoo FinanceDALLAS--(BUSINESS WIRE)--. Thryv, Inc. — the leading small business software provider — is pleased to announce it has ranked on the Selling Power 50 Best ...
Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
5 Effective Ways to Motivate Your Marketing Team  Search Engine JournalKeeping your digital marketing team motivated is key to both their success and your own. Follow these tips to ensure your team stays engaged and inspired.
Build a Sales Management Process That Works in 4 Steps  Business 2 CommunityMaybe you're a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing ...
Latest Analysis: 2019-2023 Global Sales Performance Management (SPM) Market by Type and Application  Financial NewspaperORBIS RESEARCH has recently announced “Global Sales Performance Management (SPM) Market” report with all the critical analysis on current state of ...
IoT Data Management Market 2019 Industry, Analysis, Research, Share, Growth, Sales, Trends, Supply, Forecast To 2026  ScoopJunctionGlobal IoT Data Management Market was valued US$ 26.80 Bn in 2017 and is estimated to reach US$ 97.02 Bn by 2026 at a CAGR of about 17.47 % during a ...
Business Process Management (BPM) Market 2019 Global Industry Sales, Supply, Demand and Consumption and Forecast to 2025  Business IntelligenceAccording to BlueWeave Consulting, The Global Business Process Management Market is expected to grow with a significant rate during the forecast period ...
The Best Sales Reps Are Not The Best Managers  ForbesPromoting the wrong salesperson into management is costly, and externally hiring the wrong sales manager can cripple your sales team.
1,744,991 Shares in Nio Inc – (NYSE:NIO) Bought by Sumitomo Mitsui Trust Holdings Inc.  Mayfield RecorderSumitomo Mitsui Trust Holdings Inc. purchased a new stake in Nio Inc – (NYSE:NIO) during the second quarter, according to the company in its most recent filing ...
Sales and Marketing Management  Business 2 CommunityThe sales and marketing departments within an organization are inextricably linked. While the marketing function within an organization aims to establish the ...
4 Tools to Help Your Business with Blockchain Technology  Business 2 CommunityToday I have some resources to help your business break into blockchain technology for both creation and deployment. skip. Ads by Hooly. When it comes to ...
You can apply to run a beach bookshop in the Maldives - here’s how  Sheffield TelegraphAre you a book loving sunworshipper looking for a change of career and scenery? Then this is the perfect opportunity for you. A luxurious resort in the Maldives ...
Why Coaching Causes Some Sales Managers to Hold On for Dear Life  Customer ThinkOver the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply ...
TAPMI plans Marketing & Sales Management course  BusinessLineThe Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in management programme in ...
Driving Better Sales Performance Through Sales Management  Customer ThinkEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
Analysts Expect Artisan Partners Asset Management Inc (NYSE:APAM) Will Announce Quarterly Sales of $206.40 Million  TechNewsObserverWall Street brokerages forecast that Artisan Partners Asset Management Inc (NYSE:APAM) will announce $206.40 million in sales for the current quarter, ...
SaaS Customer Relationship Management Market: Challenges Impacting the Market Growth in Software,Application Software,Software & Services sector with CAGR of 15.32% in 2023  News Reel HubLatest SaaS Customer Relationship Management Market report to analyze global SaaS Customer Relationship Management market present status, future ...
Physical Identity and Access Management Market 2019 Industry, Analysis, Research, Share, Growth, Sales, Trends, Supply, Forecast To 2026  ScoopJunctionGlobal Physical Identity and Access Management Market is expected to reach US$ 1380.08 Mn by 2024 from US$ 526.54 Mn in 2016 at CAGR of 12.8%.
Boosting Sales Management Techniques with an Intelligent CRM  CIOLTechnology has changed sales management techniques dramatically, all processes are now online and intelligent CRM helping to manage customer ...
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training  Harvard Business School Working KnowledgeWhen sales forces are well managed, firms can induce greater performance from them. For this study, the authors collaborated with a major multinational firm to ...
Lead Management Software Market Competition Situation Research Report from 2019-2025 | Adobe, IBM, Microsoft  Pledge TimesGlobal Lead Management Software market 2019-2025 in-depth study accumulated to supply latest insights concerning acute options. The report contains ...
Digital Evidence Management Market 2019 Industry, Analysis, Research, Share, Growth, Sales, Trends, Supply, Forecast To 2026  ScoopJunctionGlobal Digital Evidence Management Market is expected to reach US$ 10.5 Bn by 2026 from US$ 3.6 Bn in 2017 at a CAGR of 14.3%. If you have heard about ...
AI Is Driving Sales Management's Interest Across the Board  Destination CRMNot surprisingly, artificial intelligence is infusing every part of the sales process.

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional... Read More

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More