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:

Two Roads Brewing Company - Ohio/Kentucky Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comTwo Roads Brewing Company in Stratford, Connecticut is looking for a Sales Manager with a deep passion for craft beer. The position will be based in the ...
This School For Wine Adds An Online Wine Sales Management Course  ForbesThe first U.S. school of higher education to offer a wine industry MBA now offfers an online course in wine sales management.
MOVES-BNP Paribas Asset Management names Katharina Anna Rost as sales manager  ReutersJan 16 (Reuters) - BNP Paribas Asset Management said on Wednesday it had appointed Katharina Anna Rost as sales manager to its ETF and indexed fund ...
Bedding & Mattress Sales: Retail Sales Management  Furniture World MagazineFurniture World Magazine Article: : Bedding & Mattress Sales: Retail Sales Management, Selling is everything in retail. That's why the sales manager's job is so ...
How Emotionally Intelligent Sales Managers Lead Their Teams Through Change  Customer Think“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw. “We don't change, we don't ...
Live Music, Merch Sales Management Strategies  hypebot.comWhile a live performance is hopefully a thrill for all those involved, both on and off stage, it's important to remember that making these events a positive ...
A New Kind Of Affiliate Marketing Management Agency: Vibrant Performance To Focus On The Fin-Tech Space  PRNewswireNEW YORK, Jan. 16, 2019 /PRNewswire/ -- Aragon Advertising today announced the launch of its new affiliate marketing management agency Vibrant ...
International Management Partners Earns National Sales Honors  PRNewswireOMAHA, Neb., Jan. 16, 2019 /PRNewswire/ -- Leading marketing and sales company International Management Partners, based in Omaha, Nebraska, was ...
Medline Selects NICE to Implement Sales Compensation, Territory and Quota Management  Associated PressHOBOKEN, N.J.--(BUSINESS WIRE)--Jan 16, 2019--NICE (Nasdaq:NICE) today announced that Medline has selected NICE's cloud-based Sales Performance ...
Sales Manager  WJXT News4JAXWJXT is looking for an energetic, organized, and positive individual to lead WJXT's local sales effort to achieve specific revenue and share goals.
Xactly Recognized as Leader by Gartner in Magic Quadrant for Sales Performance Management  GlobeNewswireCompany selected for sixth consecutive year for its completeness of vision and ability to execute.
Clear-Com appoints Alex Hemme as first regional sales manager for Germany  PSNEuropeThis appointment comes with Clear-Com's desire to extend its reach in the German region, providing local support to customers and working with systems ...
Sales Team Management: How to Manage Reps During the Sales Process  Business 2 CommunityYou'll find your team progressing through sales stages smoothly, converting leads into accounts before you can say: “revenue growth.” However, in order to get ...
Commercial Manager – Leeds – £40-50,000 + bonus  Cosmetics BusinessCommerical Manager to oversee planning and implementation.
$237.24 Million in Sales Expected for Apartment Investment and Management Co (AIV) This Quarter  Fairfield CurrentEquities research analysts expect Apartment Investment and Management Co (NYSE:AIV) to post $237.24 million in sales for the current quarter, Zacks reports.
Media Sales Manager job, Cape Town  Bizcommunity.comDepartment: DAZN (Formerly Perform Media) Job Title: Country Sales ManagerReports To (title): Sales Director Location: Cape TownHours of Work: 40Line ...
Sales To Customer Success: Gain The Right Insights From Your Software  ForbesWith consideration to the many benefits a CRM system offers sales teams, it is not meant to be a single solution for both sales and customer success functions.
Ovention Welcomes New Sales Manager  Convenience Store DecisionsDon Ocheltree joins Ovention to focus on account and end-user strategies and sales management. Ovention Inc., a provider of innovative oven technology for ...
Sales management agency for Orange City Street project named  Times of IndiaNagpur: The ambitious Orange City Street project got a boost on Friday as standing committee of NMC okayed appointment of a consortium of Vestien Glob.
Increase Your Sales With These 5 Low-Budget Tips  Business 2 CommunityThe most common reason for businesses to fail in the first year or so is problems with cash flow. Companies may have overestimated their incoming revenues ...
Microsoft Alliance Channel Account Manager - Blackbaud  Built In AustinBlackbaud is hiring for a Microsoft Alliance Channel Account Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Durst strengthens Large-Format Printing Division with new dual leadership and central management  Graphic Arts MagazineDurst (Brixen, Italy), a leading manufacturer of advanced digital printing and production technologies, is expanding its Large Format Printing (LFP) Division with ...
10 Ways Machine Learning Is Revolutionizing Sales  Business 2 CommunitySales teams adopting AI are seeing an increase in leads and appointments of more than 50%, cost reductions of 40%–60%, and call time reductions of ...
Merian nabs ex-BBVA PM as sales manager in Iberia push  Investment EuropeMerian Global Investors has strengthened its team for Iberia with the appointment of Nieves Picallo as sales manager for Spain and Portugal. Picallo will be ...
Outside Sales Manager, Sleep and Comfort Technology Products-Switlik  Trade Only TodayWe are looking for a highly motivated and goal-oriented sales manager to develop and grow the sales plan for our Switlik Comfort Technology division.
Sales Pipeline Management Software Market Sales and Shares of Major Suppliers 2018-2028  openPR"The Latest Research Report Sales Pipeline Management Software Market - Global Industry Trend Analysis 2013 to 2017 and Forecast 2018 - 2028 provides ...
Fujitsu Appoints David Trautman to National Account Sales Manager  Contractor MagFAIRFIELD, NJ — Fujitsu General America, Inc. welcomes David Trautman as the company's new National Account Sales Manager. Trautman started the ...
Regional Sales Manager - Wound care - East of England  PharmaTimesA Regional Sales Manager - Wound care - East of England job brought to you on the PharmaTimes website. PharmaTimes Magazine and Digital offer a blend of ...
J2413 - Sales Manager, Office Equipment - UK, SE Eng / Mids preferred - Asset Finance  Asset Finance InternationalExcellent salary, bonus and benefits. J2413 - Our client is seeking a Sales Manager, Office Equipment to lead and provide overall direction, strategy and ...
Ovention Taps Foodservice Industry Veteran to become Sales Manager  Foodservice Equipment & SuppliesDon Ochletree was named sales manager for Ovention Inc., an oven manufacturer.
Stahl Selects Tannin Corporation as Sole Distributor for Leather Chemicals  Industrial DistributionTannin Corporation will provide support, sales management, customer *service*, invoicing, distribution, and technical support functions for Stahl's tannery ...
5 Compelling Sales Sessions at Oracle Modern Customer Experience 2019  SmarterCXOracle Modern Customer Experience 2019 will take place March 19-21 in Las Vegas with over 20 sessions focusing specifically on sales.
Five Topics To Cover For Effective Sales Leadership Training  ForbesNo matter how large your business or your sales team, effective sales leadership training can be the difference between leading or lagging in your marketplace, ...
MOVES-BMO Global Asset Management names U.S. head of institutional...  ReutersBMO Global Asset Management on Wednesday named Lee Wanie as managing director, head of institutional sales in the U.S..
Territory Sales Manager -Diabetes/Insulin Management- Scotland  PharmaTimesA Territory Sales Manager -Diabetes/Insulin Management- Scotland job brought to you on the PharmaTimes website. PharmaTimes Magazine and Digital offer a ...
Datapath Adds Greg Dieckhaus as Sales Manager for Southeast U.S.  Audio Visual News NetworkWith an AV career spanning over 30 years, Dieckhaus brings extensive experience to the Datapath team, with successful roles at some of the biggest names in ...
SALES, MANAGEMENT & WORKSHOP ROLES NEW RUTLAND CYCLING STORE, MILTON KEYNES RECRUITING NOW!  CyclingIndustry.NewsRutland Cycling. www.rutlandcycling.com. Published. 2 January, 2019. Location. Milton Keynes, United Kingdom. Category. Store Manager. Job Type. Full-time ...
Datapath appoints South East US sales manager  AV MagazineGreg Dieckhaus has worked for some of the biggest names in the US AV industry including AVI-SPL, Starin and Whitlock in a career spanning over 30 years.
Pre® Brands hires growth expert Ryan Youngman as Chief Sales Officer and partners with industry-leading business development agency FDM Sales Management  PRNewswireCHICAGO, Dec. 31, 2018 /PRNewswire/ -- Pre® Brands, a rapidly growing premium consumer brand currently innovating in beef, is excited to announce both ...
Is Your Sales Pipeline Full of Fatbergs?  Business 2 CommunityThe sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs are formed by an unappetising ...
Hanesbrands Grows on Buyouts, Global Strength Despite Snags  NasdaqHanesbrands Inc. HBI has seen its shares gain 6.3% in a month's time frame, outpacing the industry 's growth of 6.1%. Apparently, the company's.
SALES MANAGER - WHOLESALE job with Lesaffre | 791163  The GrocerSALES MANAGER - WHOLESALE in Food & Drink, Sales with Lesaffre. Apply Today.
Ovention Hires Kraft Foodservice Veteran as Sales Manager  CSPDailyNews.comOvention Inc. has added a new sales manager to its team. The commercial oven company has hired Don Ocheltree to focus on strategic-account.
Samsung NEXT, NBKC Executives and Ellie Mae Veteran Join ProPair Advisory Board  Business WireSAN CARLOS, Calif.--(BUSINESS WIRE)--ProPair, a Silicon Valley innovator using machine learning and predictive decision-making to change how mortgage ...
Executive Profile: UBS’ Karl Ruppert on why his industry needs new recruits  South Florida Business JournalRuppert, the managing director and Florida market head for UBS Financial Services, dishes with the Business Journal about his 25-year career.
General Manager / General Sales Manager  TV News CheckWebsite WSIL-TV (Quincy Media). Quincy Media Inc. is seeking a strategic GM/GSM for WSIL, the ABC affiliate in the Cape Girardeau/Paducah/Harrisburg DMA.
Purdue Federal Credit Union Hiring Area Sales Manager  LaPorteCountyLife.comPosition Summary: The Area Sales Manager is responsible for driving sales and *service* throughout the assigned retail delivery area by insuring proper training ...
Forbidden Root - Director of Sales and Operations - Brewbound.com Craft Beer Job Listing  Brewbound.comThe Director of Sales + Operations leads our wholesaler management efforts in IL, OH, and FL. Oversight of sales, evaluation and selection of new markets, ...
41 Job Openings In Odenton Area  Odenton, MD PatchJob Openings In Odenton, Anne Arundel County - Odenton-Severn, MD - Jobs at Chesapeake Bay Candle, Heavy Hammer, Capital ...
NMC to appoint sales management adviser for Orange City Street project  Times of IndiaNagpur: The Nagpur Municipal Corporation (NMC) has decided to change the scope of work of its transaction adviser for Orange City Street project — the.
Hart Jr., Andrew D. | Obituaries  The Daily ProgressAndrew D. Hart, Jr. of Charlottesville, died on Sunday January 13, 2019, at Westminster Canterbury of the Blue Ridge, where he had resided for the past three ...
Michael Gisch | MarineMax  Maryland Daily RecordMarineMax promoted Michael Gisch to general manager of its Baltimore and Bay Bridge Stores. Gish joined MarineMax in March as the sales manager and ...
3 Tips To Effectively Manage Your Side Hustle and Avoid Costly Mistakes  EntrepreneurAccording to a Bank Rate study, 4 in 10 Americans having a side hustle and earn over $8K annually through that side hustle. More and more people are ...
Molly Nelson-Sundermann has been appointed Director of Sales & Marketing at Holston House Nashville – part of Hyatt's Unbound Collection  Hospitality NetHRI Lodging, LLC is excited to announce the appointment and promotion of Molly Nelson-Sundermann as the new Director of Sales & Marketing of Holston ...
Lazydays RV Names Jamie Mangold Senior Director of Finance and Insurance  PRNewswireTAMPA, Fla., Jan. 16, 2019 /PRNewswire/ -- Lazydays, The RV Authority®, has named Jamie Mangold as Senior Director of Finance and Insurance effective ...
Why CRM Projects Fail and How to Make Them More Successful  HBR.org DailyIn 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. That was actually an average of a dozen ...
Outrigger Resorts Makes Sales Management Appointment in Mauritius  Travel Trade DailyOutrigger Resorts has named Jenna Perrier director of sales and marketing for the Outrigger Mauritius Beach Resort. With an extensive background in sa...
House Dem blasts Interior move to bring back workers to handle oil-drilling land sales  CNNWashington (CNN) House Natural Resources Chairman Raul Grijalva is asking the Interior Department to stop bringing back employees who were furloughed ...
GrowLife, Inc. Hires National Sales Director Brian Knight to Expand Sales Program for Commercial Division Focusing on National Accounts  NasdaqKIRKLAND, Wash., Jan. 15, 2019-- GrowLife, Inc., one of the nation' s most recognized indoor cultivation product and *service* providers, today.
After Sales Manager | Agriculture  AMWorking for a leading Agricultural Machinery business we are currently looking to recruit for an After Sales Manager/*Service* Manager for the *service* department, ...
JP Morgan Asset Management appoints new UK Wealth & Intermediary Sales Manager to International ETF business  ETFExpressJP Morgan Asset Management (JPMAM) has appointed Edward Malcolm to its International ETF business as Executive Director – UK Head of ETF Distribution, ...
83 Job Openings In Annapolis Area  Annapolis, MD PatchJobs at Godiva, Elite Chesapeake Bay Candle, Boatyard Bar & Grill, U.S. Air Force; Annapolis Patch Jobs Board has more openings.
Sales Manager- Vehicle R&D Test Systems  Automotive Testing Technology InternationalWebsite Kistler Instrument Corporation. Kistler is the global leader in dynamic measurement technology. We are looking for an individual to take responsibility for ...
Ashish Tiwari, head digital marketing and PR at Hero Cycles, steps down  ETBrandEquity.comHe was also behind one of the most successful moment marketing initiative during Kerala floods, which was appreciated by the likes of Mr Shashi Tharoo..
SmartTouch® Interactive Develops Lead Gen Marketing Programs for Randolph Todd Development  Business WireSmartTouch® announces the development and execution of lead gen marketing programs for three Randolph Todd Development communities.
GoldandBlack.com - University Book Store Headlines: 1.16.19  Rivals.comYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Radio France Chooses AEQ Systel System for Martinique  Radio WorldMADRID — Radio France is a French public radio *service* broadcaster founded in 1975. It currently offers six national networks: a regional network of 44 local ...
Sales Manager (South Korea)  OilVoiceSales Manager Overview Our client is a world-leading manufacturer with exposure to the automotive, aerospace, power generation and renewable energ ...
Research: AI To Boost Manufacturing Productivity By Over 20 Percent  ForbesVIDEO shows how AI helps manufacturers directly link customer demand and sales force activities back to the supply chain.
AlertEnterprise Hires Willem Ryan as New Vice President Marketing and Communications  Business WireAlertEnterprise Management Team Expanded to Support Growing Demand for the Company's Core Physical-Logical Security Convergence Solutions.
Sales Operations Manager- NBC Sports Washington job with NBCUniversal, Inc. | 385713  mediabistro.comManager, Sales Operations Reports to VP, Sales Job Description Summary: Manage support staff for linear and traffic support teams. Oversee 3 traffic ...
Ametek SMP appoints Marucci as VP Sales and Marketing for Powders, expands team  Powder Metallurgy Review magazineAmetek Specialty Metal Products (SMP), a division of Ametek, Inc., has announced the appointment of Michael Marucci as its Vice President Sales and ...
Sales Training and the “Forgetting Curve”  Business 2 CommunityEvery year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening ...
Lowe's Canada is recruiting to fill more than 6,350 positions in stores this spring and some 150 positions at its Boucherville head office  Canada NewsWireA National Hiring Day will be held on Saturday, February 23, in all Lowe's, RONA, and Reno-Depot corporate stores across the country BOUCHERVILLE, QC, ...
New details revealed about Purdue's marketing of OxyContin  STATThe Massachusetts attorney general filed a revised complaint Tuesday with new details about Purdue Pharma's marketing of OxyContin.
What Is MarTech and How to Become an Expert at Marketing Technology  MarTech AdvisorWelcome to MTA's MarTech 101 series, where we dive deep into the basic ideas, concepts and tools of MarTech. No matter where you are in your MarTech ...
Ashley Friedlein's marketing and digital trends for 2019  EconsultancyEvery year Ashley Friedlein picks out the digital and marketing trends and developments which he believes will shape the industry and digital/marketing ...
Train Online for 2019's Most In-Demand, High-Paying Jobs  eLearningInside NewsDiscover 2019's most in-demand jobs that offer a median base salary above $130000 and learn how to train for them online now.
Watermark Living names Harper national sales manager  Furniture TodayWatermark Living, designer and manufacturer of indoor and outdoor home furnishings, has hired Chad Harper as its national sales manager.
Brent Scattini heads Seven Seas' West Coast operations  The PackerSeven Seas has hired Brent Scattini as vice president-West Coast.
Eight questions to... Mark Brook, sales director, Hepworth Honda  AMHepworth Honda's Mark Brook explains how he handles fuel and Brexit uncertainties and why listening to customers talk about hobbies can win sales.
Cary-based TowerCo lands $300M in equity, names new CEO  WRAL Tech WireCARY - TowerCo, a 14-year-old firm focusing on wireless infrastructure and towers, has $300 million in new capital as well as a new chief executive officer. The.
Made In America: How Instasize Is Rocking The Visual Media Universe  ForbesOne of Utah's fastest rising companies, Instasize—a visual toolkit for social media *content* creators— is a team of founders with immigrant parents who are ...
MDSL Adds Tom Feeley and Aaron Zeper to Executive Management Team  PR WebPhoenix, AZ (PRWEB) January 16, 2019 -- MDSL, a global leader in Technology Expense Management ("TEM") and Market Data Management (“MDM”) ...
NIO (NIO) Receives New Coverage from Analysts at 86 Research  Fairfield Current86 Research started coverage on shares of NIO (NYSE:NIO) in a research report report published on Tuesday morning, The Fly reports. The firm issued a sell ...
Electro-Sensors, Inc. Introduces John Forslev as Inside Sales Manager  StockhousePR Newswire. MINNETONKA, Minn., Jan. 7, 2019. MINNETONKA, Minn., Jan. 7, 2019 /PRNewswire/ -- Electro-Sensors, Inc. (NASDAQ: ELSE), a leading global ...
MBA in Marketing: Benefits & popular career options  Times of IndiaEducation News: Marketing makes a very important part of any business be it a corporate organization or a small-scale industry. Without various Marketing ...
How PR & Marketing Work Better Together  Business 2 CommunityPublic relations and marketing often operate as separate functions in large organizations. That can lead to a lack of coordination and missed opportunities.
Eventist Group appoints Fiona Churchill to sales director  Exhibition WorldThe UK's Eventist Group has announced the appointment of Fiona Churchill to sales director. Churchill joins the team following Eventist's recent acquisition of ...
Magna says 2019 sales will be hurt by shutdown of GM Oshawa plant  The Globe and MailAuto parts maker Magna International Inc. says General Motors Co.'s plant shutdown in Oshawa, Ont., will hurt the auto parts maker's 2019 sales. Aurora ...
Global Waste Management in Automotive Market Report Size, Sales Analysis and Growth Trends 2018-2023  Crypto News TodayMarketResearchNest.com adds “Global Waste Management in Automotive Market 2018 by Manufacturers, Regions, Type and Application, Forecast to 2023” ...
What is Performance Marketing: An Intro Guide for 2019  G2 CrowdPerformance marketing is the newest trend in digital marketing. It's ever growing, collaborative and fast-paced manner allows businesses to expand their ...
Where Can Apple's Growth Come From Now?  Motley FoolWith Apple (NASDAQ:AAPL) recently saying that its revenue for its important holiday quarter is going to be significantly below management's initial guidance for ...
Cimcorp To Provide Automated Order Picking System For Synlait's New Liquid Milk Production Facility  ESM - The European Supermarket MagazineCimcorp, a manufacturer and integrator of turnkey robotic order fulfilment and tire-handling solutions, has announced that it will install its MultiPick materials ...
Ecommerce Product Releases: January 16, 2019  Practical EcommerceHere is a list of product releases for mid-January from companies that offer services to online merchants. There are updates on shipping, virtual shopping, ...
Interior brings back employees during shutdown to work on oil-drilling land sales  CNNThe Bureau of Ocean Energy Management is bringing back employees who were furloughed to work on sales of land for oil and gas drilling purposes in the Gulf ...
$0.16 EPS Expected for Equity Commonwealth (EQC); Nio American Depositary Shares Each Represe (NIO) SI Increased By 5.68%  The MoveefyAnalysts expect Equity Commonwealth (NYSE:EQC) to report $0.16 EPS on February, 13.They anticipate $0.03 EPS change or 15.79% from last quarter's $0.19 ...
Why Your Best Sales Person May Be Your Worst Sales Manager  Forbes NowI've seen this movie so many times before that I know every scene by heart. The company is badly in need of a vice-president of sales. The CEO takes notice of ...
ETF sales grow, but mutual funds still rule  MoneySenseETF sales outpaced mutual fund sales for the first time in 2018.
The CMO Files: Michelle Johnson Cobb, Skybox Security  IDG ConnectName: Michelle Johnson Cobb. Organization: Skybox Security. Job title: Chief Marketing Officer. Location:San Jose, California. Michelle Johnson Cobb is the ...

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

Building Trust For Lifetime Success

Trust.One word.One very powerful word that can increase both first... Read More

Beyond the Golden Rule

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

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Effective Sales Territory Management

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

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... 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 Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

Baditude!

As a group of sales trainees took a break from... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of... Read More

All Small Businesses Need to Gather Community Intel

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

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

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

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

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

The objective of an incentive is to incite action within... Read More

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's... Read More