Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and margin growth.

Each Territory Manager should select a predetermined number of Target Growth Accounts (TGA). Creating focus on this group of selected accounts doesn't mean a Territory Manager should ignore other accounts; he is always expected to service his entire territory. When making decisions regarding his or her time, however, he or she should always consider these selected target growth accounts a priority.

The primary purpose of targeting and goal setting is to keep Territory Managers focused on the strategic objective of becoming the Supplier of Choice. The Target Growth Account platform can be used as a flexible guide to successful growth through targeting, goal setting and action planning. The Target Growth Account platform reflects the evolution of the outside sales force from being primarily transaction driven and self-sufficient to developing customer intimacy and using team-based selling. It's the evolution from being a Lone Wolf to becoming a Lead Wolf; it supports growth in profitability, revenue and market share!

Selecting Target Growth Accounts requires careful thought and substantial effort. Annual sales, margin and goals are established, and detailed action plans must be created for each of these accounts. For most Territory Managers, TGA's will contribute a substantial portion of total territory sales growth. This "big effort for big reward" means that the number of TGA's must be limited, and that sufficient time is allotted to succeed with each one.

An account action plan ensures that the Territory Manager is proactively pursuing sales growth and that there is a solid basis for expecting account goals to be met. By monitoring these action plans, both the Sales Manager and Territory Manager can manage activities rather than wait for results. In short, the Target Growth Account platform provides:

* Focus

* Process

* Best Practice Discipline

* Accountability

The Territory Manager needs to submit a predetermined number of target accounts that have a high potential for growth with a high probability for success. These accounts are approved by the Sales Manager and become the focus of the Territory Manager and the Sales Manager. This account selection should include a number of prospects that are currently doing very little or no business with the company. This will keep the account pipeline full. Every salesperson loses accounts. Without the development of prospects, eventually the pipeline will run dry and the territory will shrink and lose market share. Individual sales goals are established for each of these accounts and agreed upon by the Territory Manager and the Sales Manager.

The intention of planning and goal setting is to provide focus on Target Growth Accounts. These are the accounts with the most potential for growth. This doesn't mean the Territory Manager now only has a limited number of target accounts. He must continue to service his entire account base. These are target accounts that have high growth potential and have been identified to receive a proactive, aggressive focus for growth.

Managing the TGA Platform

A Sales Manager has many competing priorities. One of the most important is the need to manage the sales functions. The TGA planning and reporting platform and the various activities which are a part of it are intended to help the Sales Manager improve sales management skills.

From a management perspective, the goal of TGA is to improve the quality of the targeting, goal setting and action planning efforts of your salespeople. Its primary purpose is to provide focus, process and discipline that will enhance territory performance. This enhancement will lead to an increase in the sales, profitability and market share for each individual territory. The process itself becomes an effective sales management tool.

An initial TGA territory meeting between the Sales Manager and the Territory Manager is the most important step in the TGA process because this is where the company's expectations of sales performance are defined. This meeting creates territory dialog that is essential for effective sales management ,support and knowledge transfer. Each Territory Manager should prepare by organizing some key information for each of the TGA accounts selected.

The Steps of the TGA Platform

The major steps in the targeting, planning and goal setting process are depicted in a description that follows for each.

Step 1: Account Selection

The TGA platform is intended to increase the focus of your sales effort on the kinds of specific activities that will lead to growth in sales, margin and market share. Before these activities are precisely defined for the TGA platform, the Territory Manager must select his Target Growth Accounts and review them with the Sales Manager. Target Growth Accounts should be selected on the basis of their potential dollar growth.

Careful selection of TGAs is obviously critical for the success of all subsequent efforts. Selection must be based on unfilled "real potential." Territory Managers should explain their rationale for their selection backed up by data justifying that selection.

Step 2: Customer Profile

When a customer makes his buying decision, he does so based on certain assumptions, perceptions and expectations. When the customer places an order, these assumptions and/or perceptions become reality in the customer's eyes. Your failure to understand these assumptions and perceptions often leads to costly misunderstandings, resulting in a disappointed customer. The key to avoiding these misunderstandings is to get the "book" on the customer. Only by understanding his needs, perceptions and expectations can you avoid misunderstandings.


* The customers' perceived value of your company drives their expectations

* Your company's performance value drives your customers' satisfaction

Getting the "book" on the customer means defining the customer profile. It contains information about the internal workings of your customer, including everything from the company's history and ownership to its day-to-day ordering process. Territory Managers should complete a customer profile for each of the accounts that they have selected. E-mail [email protected] This email address is being protected from spam bots, you need Javascript enabled to view it for a sample customer profiling form.

The customer profile is the core of the TGA platform. Each profile element becomes a building block in the program's foundation. Without good dialog with target accounts, securing the information necessary to formulate a meaningful action plan becomes very difficult. To ensure maximum benefit from the information collected, the questions asked and the answers given should be documented. This allows both the Territory Manager and the Sales Manager to improve their knowledge of the account. Suggestions for getting the information needed include:

* Analyze internal historical data

* Do outside research on the customer's industry

* Ask the customer directly

* Develop a relationship with the gate keepers

* Use the internet to research the industry and the customer's customer's

Understanding the customer's market and business is necessary to develop a plan for growth. You need this intelligence to determine and allocate the necessary resources. You need to understand your customer's business in order to understand how to meet his needs, cure his pain and sell to him. Understanding his business involves knowing his markets, customers and competition. The market profile is used to gain knowledge of your customer's customer. In which market segments do they participate and what is your customer's strategy for growing market share? This requires serious discussions with numerous people in your customer's location. You will define the key players and your contact points on the customer profile tracking form.

Areas to explore include: what types of markets are they in? Are their markets growing or shrinking? What is their market share? Are they exploring new markets? What types of customers are they after? Who are their major customers? How do they generate new business? What is their large to small customer ratio? Who is their competition? What price or profit pressures are they experiencing?

This helps you get a better understanding of their business. By understanding their types of customers you will be able to determine the timelines from order to delivery. What is their ordering lead-time? What could be done to shorten the cycle time and perhaps determine what your customer's pain factors are?

A. General Information ---A Customer Overview

This provides an important snapshot of the TGA account. It tells you exactly what kind of company you are dealing with. Areas to explore include: when were they founded? How did they get started? Is it a partnership or sole proprietorship? Is their family involved in the business? Where are they headed? Do they have a strategic plan? What are their growth expectations? Who are the principals of the company? What are their demographics as it relates to their market, their office locations? What is their current and forecasted revenue? How many locations and employees do they have? What is their sales and margin split between products and services? What is their financial condition and credit rating?

B. Products and Services

What kinds of products and services do they sell? Are their products and services seasonal? Do their products and services go through sales lifecycles? If so, how long do they last?

C. Buying Process

What is their inventory control process? Do they buy based on forecast, material requirements planning (MRP) or the empty cabinet methodology? What is their ordering practice? By understanding their process, you can better determine the pain factors and the opportunities to become a hero.

D. Vendor Practices

Are they implementing a vendor reduction program or any other type of program that has significant impact on their purchasing practices? What kinds of buyer programs do they have? Are they members of or considering a buying group? Do they pay their bills on time? Are there any special terms required?

E. Special Requirements

Determine any and all special requirements such as packaging, receiving certifications or electronic commerce.

F. Becoming the Supplier of Choice

A current analysis customer profile is the baseline that allows you to understand your current position with the TGA candidate. It provides the starting point of where information will help you understand the customer's "Rules of Engagement." Look at all opportunities to prove your value as the supplier of choice. This includes product related issues, service related issues and even e-commerce. Keep this information current as opportunities come and go. What do they look for in a vendor? What do they think of you? Who are your major competitors for this account and what are they doing to win the business? These are suggested questions to get you thinking. Don't stop there; be creative. The more you know about your target account, the better prepared you will be to shorten the time required to meet your objectives.

G. Customer Contacts

A critical aspect of the TGA platform is the identification of all key contacts. This is more than a contact list. Sometimes just obtaining this data can be an adventure and a learning experience for your sales force.

H. Decision Makers

Some portion of the contacts identified in the previous section should be considered "key decision makers" in your customer's organization. They are the people who heavily influence the buying decision or heavily influence those who make the buying decision. These people deserve special consideration. You should understand the opinion that each key decision maker holds about their critical needs from a supplier and what it takes to become supplier of choice.

I. Competitive Profile

Who are your customer's major competitors? How do they sell against them? Why do their customers choose them? What is their competitive advantage?

J. Key Questions:

o What would their customers say that they really value from your customer?

o What are your TGA customers' key skill sets, i.e. what are they really good at?

o Who are your customers' major competitors?

o How is your customer positioned in their market?

K. Customer Requirements

Customer requirements are all of the specific criteria that you must meet to do business with a customer. Often, these are mundane issues like payment terms and quality certification. Think of these as the hurdles that you must clear in order to be a qualified supplier to your customer. The rules of engagement identify the conditions that are necessary for your company to win the business. Consider them to be the minimum qualifications. Your Territory Managers must identify these requirements for each of their selected accounts. Although they are most important for prospects, you may be surprised to find what you will uncover during your investigation for existing customers. You may find that your existing business is at risk because you are not currently satisfying their minimum requirements!

The following is a partial list of the typical areas in which rules of engagement are enforced:

* Inventory requirements

* Credit terms

* Payment terms

* Return policies

* Contract pricing

* Quality programs and certification

* Integrated supply

* Special shipping and handling

* Drop ships EDI - Internet communication capability

* Credit card sales

* Training

* Strategic alliances

* Consignment Frequency of vendor communications

Step 3: Define Goals

After the Territory Manager has selected his targets and collected critical profile information about them, it's time to quantify goals. For each TGA account, the Territory Manager should now define goals for sales revenue, sales gross margin and potential product objectives. The first item to be considered is exactly where you stand as a supplier or potential supplier right now.

Served Available Market (SAM)

The first step is to quantify the potential for each TGA account. Total available market, less other channel supply that you do not participate in, equals Served Available Market. This is the true potential revenue that you have the opportunity to go after. Just because the customer buys a total of $XX does not mean his total purchase is realistically available to you. We have now entered the age of multi-channel distribution. Your SAM must represent a large potential with a high confidence for success to warrant engaging the resources necessary to capture the account. This candidate should match the abilities of your company to perform. You must understand and be capable of performing under this customer's requirements, or their "Rules of Engagement."


Territory Managers should forecast sales revenue, sales gross margin and sales, by product line or vendor monthly. This is not "pie in the sky" guessing. They should be able to back up their forecast with solid data and a reasonable thought process. In other words, why and how do they feel they can accomplish this goal? Note that these forecasts should be revised based on the action plans developed in the next step.

Step 4: Action Plans

The action plan is the plan of attack - the steps that will enable the account to reach its goal. It should develop naturally from the knowledge the Territory Manager gained from his research and customer contact. A detailed action plan should be developed for each target account. Of course, the plans for accounts with which you currently do business and have relationship equity may be more extensive than those for newer prospects. This action plan determines how to match your company resources to every opportunity that exists within that account.

Each task in the plan includes three critical elements: a "deliverable" or result that the task will produce, an owner responsible for the task, and a due date. Defining a clear deliverable ensures that you are not confusing motion with progress. You must be clear about what you are trying to accomplish in each step to be sure that the overall plan will produce the desired result. Deliverables are the difference between passive forecasting and active planning. The owner of the task is the person responsible for its completion. This is not necessarily the person who will do all the work involved. Each participant in the plan must acknowledge and accept responsibility for his portion of the plan.

Task owners could include:

* Inside sales

* District Manager or Regional Manager

* Vice President of Sales

* Credit and collections personnel

* Operations manager

* Branch manager

* CEO in special cases

Definitive action plans are more than personal account visits once a month. They are more than introductions to upper management and they are more than a commitment to work with management to submit the lowest bid. Action plans must be precise, definitive and measurable. They could include tasks for getting specific customer information, introducing new product lines, entertaining key players, etc.

Do not make the mistake of putting all your energy into your largest accounts. This is especially true when you are getting the majority share of spend from that account. Remember, the TGA process focuses on the greatest potential for growth. Instead of simply learning to "do what we have always done a little better," we need to become aware of and practice understanding that involves re-examining everything we do - including how we think about our customers and our role in their future.

This often means letting go of our existing knowledge and competencies, recognizing that they prevent us from learning new things. This is a challenging and sometimes painful, but ultimately rewarding, endeavor.

Step 5: Track Progress

Progress on TGA action plans should be tracked, and specific TGA discussions between the Territory Manager and the Sales Manager should occur on a regular basis. The Territory and Sales Managers should also discuss and update the action plans where appropriate. A Territory Opportunity Action-planning Discussion should occur on a regular basis (monthly is recommended) to monitor results and make the appropriate course corrections.

Targeting for growth is not a complex process. It is built on best practice sales principles. However, commitment on the part of the Sales Manager and the Territory Manager is essential to success. The WIIFM (What's In It For Me) is simple: MORE MONEY.

Effective targeting produces growth in revenue, profits and market share. Such growth increases sales incentive and enhances performance. Improved performance leads to more money for both the Territory Manager and the Sales Manager.

Dr. Eric "Rick" Johnson ([email protected]) is the founder of CEO Strategist LLC. an experienced based firm specializing in Distribution. CEO Strategist LLC. works in an advisory capacity with distributor executives in board representation, executive coaching, team coaching and education and training to make the changes necessary to create or maintain competitive advantage. You can contact them by calling 352-750-0868, or visit for more information.

Rick received an MBA from Keller Graduate School in Chicago, Illinois and a Bachelor's degree in Operations Management from Capital University, Columbus Ohio. Rick recently completed his dissertation on Strategic Leadership and received his Ph.D. He's also a published book author with four titles to his credit: "The Toolkit for Improved Business Performance in Wholesale Distribution," the NWFA & NAFCD "Roadmap", Lone Wolf-Lead Wolf-The Evolution of Sales" and a fiction novel about teenagers called "Shattered Innocence

In The News:

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 ...
RemoteLock Expands Sales and Marketing Force Amid Channel Expansion  MarTech SeriesRemoteLock, a leading provider of cloud-based access control and smart lock management software, announced it has expanded its sales and marketing force ...
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.
Hotels make 5 appointments in sales, marketing  Hotel ManagementThe appointments, in California, Colorado, Illinois and Florida, comprise one promotion and four new hires.
Best CRM software of 2019: Customer relationship management solutions for any business  TechRadarHere's our top CRM systems to improve your customer interactions.
Sales Manager  The LincolniteThink2Speak is keen to recruit a commercially aware individual with experience of developing and maintaining relationships with schools, external partners.
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.
ElectraMeccanica Appoints EV Auto Industry Executive David Neace As Director Of Sales (AMN)ElectraMeccanica Vehicles Corp., a designer and manufacturer of electric vehicles, announced that David Neace is joining the company as director of sales, ...
Chipotle Management Talks Potential New Menu Items, Digital Sales, and More  Motley FoolChipotle Mexican Grill (NYSE:CMG) has impressed investors in 2019, building on the momentum it saw last year. The company has notably achieved six ...
Focus on sales managers first | 2019-08-09 | Grand Rapids Business Journal  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 ...
Dan Brown Joins as New Sales Director  PRNewswireCALDICOT Wales, Aug. 22, 2019 /PRNewswire/ --, the leading 4G LTE and IoT networking distributor in the UK and Europe, has appointed Dan ...
Nordstrom’s Tough Second Quarter Does Not Diminish Outlook  ForbesNordstrom's second quarter was affected by missteps during its anniversary sale and a reduction of flash sales at the Rack stores.
Terlato Wines Hires Juan Miguel Gonzales Vice President, Sales  wineindustryadvisor.comLAKE BLUFF, IL (August 21, 2019) – Established in 1947, fourth generation family owned and operated Terlato Wines today announced the appointment of ...
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.
Global Software-as-a-Service (SaaS) CRM Market 2019-2023 | Increasing Adoption of Cloud-based Offerings is Expected to be a Key Growth Driver | Technavio  Business WireThe global SaaS customer relationship management (CRM) market size is poised to grow by USD 33.15 billion during 2019-2023, according to Technavio.
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 ...
Undertone Featured on Selling Power's “50 Best Companies to Sell For” List in 2019 for the Seventh Consecutive Year  SYS-CON MediaPerion Network Ltd. (NASDAQ:PERI) announced today that its division Undertone, the creator of cross-platform Synchronized Digital Branding for the world's ...
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.
101 Sales, Marketing & Agency Management Ideas; Market: High Net Worth, Intellectual Property; Corporate Profiles - Fall Edition  Insurance JournalInsurance Magazine issue from Insurance Journal. View the full issue for Insurance Journal West 2019-08-19.
Sinclair Names Cathy Jamison as Vice President of Sales Marketing  MarTech AdvisorSinclair Broadcast Group, Inc Announced Cathy Jamison has been named VP of Sales Marketing of Sinclair's television group.
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.
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 ...
C.A. Fortune Announces National Sales Agency Partnership with Beyond Meat®  Yahoo FinancePartnership is effective September 1, 2019 CHICAGO , Aug. 20, 2019 /PRNewswire/ -- C.A. Fortune, a consumer products sales and marketing agency, today ...
Pacific Organic adds to sales and grower relations  The PackerPacific Organic Produce, San Francisco, has hired Gerry Chua, Manuel Pinon and Tina Barnes to it sales and grower relations teams.
People on the Move: Promotions and appointments from Takeuchi, Anuvia, Winter Equipment and more  Landscape Management magazineTakeuchi Manufacturing Founder and President Akio Takeuchi has stepped down, and his son, Toshiya Takeuchi, will now serve as president of Takeuchi.
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 ...
China Life Insurance Company Limited Announces 2019 Interim Results (H SHARES)  PRNewswireHONG KONG, Aug. 22, 2019 /PRNewswire/ -- China Life Insurance Company Limited (SSE: 601628, SEHK: 2628,NYSE: LFC) announces the unaudited ...
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.
MaxLite appoints Jeff Bristol VP of C&I sales  Electrical BusinessAug. 21, 2019 - Lighting manufacturer and marketer MaxLite recently hired Jeffrey ('Jeff') Bristol as vice-president (VP) of commercial and industrial (C&I) sales.
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 ...
'Drug firm's pick of doctor to attend conference overseas illegal'  Korea Biomedical ReviewPharmaceutical companies' support for physicians to attend academic conferences should be fully committed to the original purpose of knowledge sharing and ...
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 ...
Asia growth in machine management, strong sales: RGB  GGRAsiaMalaysia-listed casino equipment maker and supplier RGB International Bhd says it sees opportunities in the Asia-Pacific region for its technical support and ...
Martin Audio enjoys sales boom following MBO  AV MagazineThe company, which supplies some of the biggest UK festivals, is enjoying double-digit annual sales growth and has picked up major rental clients in North ...
Firms Capable of Diagnosing Salesperson Skills Gaps Outperform Other Firms by Eleven Percent in Meeting Sales Objectives  Customer ThinkNew 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 ...
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.
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 ...
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 ...
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 ...
The Historic Hotel Colonnade Coral Gables Adds New Management Team  PRNewswireMIAMI, Aug. 19, 2019 /PRNewswire/ -- Recently recognized as one of the 2018 Reader's Choice Awards "Top Hotels in Miami" for Condé Nast Traveler, and ...
Sales of craft beer will fund WSU scholarships in wine and beverage management  WSU NewsBy Becky Kramer, Carson College of Business. Sales of a limited edition beer from Ten Pin Brewing of Moses Lake will help fund scholarships for students ...
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 ...
Mercedes-Benz X-Class sales below expectations, says vans boss  CarAdviceThe product line of the Mercedes-Benz van division, including the X-Class ute, is currently under review due to changing market conditions. Marcus ...
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 ...
Thryv® Featured on Selling Power's “50 Best Companies to Sell For” List In 2019  Business WireThryv, Inc. — the leading small business software provider — is pleased to announce it has ranked on the Selling Power 50 Best Companies to Sell For l.
Nutanix appoints Ritesh Syal as head of channel sales in India  Economic TimesMUMBAI: Enterprise cloud company Nutanix has confirmed the appointment of Ritesh Syal as its new head of channel sales for India, the company said in a ...
Landgard: Changes in management and structures  FreshPlaza.comFreshPlaza, portal for the *fresh* produce industry, offering the latest news, job advertisements, pricewatching, and photo reports.
Pankaboard chooses Tieto to modernise their key business processes and enable digital transformation  WebWireThe renewal improves Pankaboard's process management and enables transparency in the whole value chain based on Tieto Integrated Paper Solution (TIPS) ...
D-Link restructures sales management team for Switzerland, Austria and Southern Germany  TelecompaperD-Link has appointed Sebastian Boye as Key Account Manager for Business Sales for Switzerland and Baden-Wurttemberg, reports.
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 ...
Do Your Salespeople Really Understand Their Numbers?  Business 2 CommunityEvery year, I meet with thousands of sales people and sales managers. Inevitably the conversations focus on sales performance and achieving their goals.
Compliance Management Software Market Outlook Sales Revenue, Strategy to 2024 by Key Players – MetricStream, MasterControl, SAP, IBM, Accupoint Software, Peacock Consulting, Enablon  Insta NewslettersGlobal Compliance Management Software Market 2019 by Company, Regions, Type and Application, Forecast to 2024.
Digital Content Management for Sales Market to witness astonishing growth with Key Players | GetAccept, Savo, ClearSlide  OnYourDesksA new Profession Intelligence Report released by Stats and Reports with the title Global Digital *Content* Management for Sales Market “can grow into the most ...
System of Insight Market, 2024 by Component (Solutions and Services), Applications (Customer Analytics, Operations Management, Sales and Marketing Management, Risk and Compliance Management) -  Business WireDUBLIN--(BUSINESS WIRE)--The "System of Insight Market by Component (Solutions and Services), Applications (Customer Analytics, Operations ...
Cummins talent joins Isuzu Power Solutions | Logistics, Trucking & Transport News  Prime MoverIndustrial engine supplier, Isuzu Power Solutions, has appointed Troy Lawson, formerly of Cummins South Pacific, as Sales Manager for South Australia and ...
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 ...
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.
Marketing and Sales Acceleration: Step 3 to Power Revenue Growth  Customer ThinkIn two previous posts, I covered the first two steps in driving B2B revenue growth, assessing your current state, and achieving marketing and sales alignment.
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.
The Power of a Shared Inbox  G2Learn what a shared inbox is, how it can help your business, and tips for using it that will boost the customer experience.
Bomag Hires Nelson as Director of Sales, West and Canada  Rental Equipment RegisterBomag Americas Inc. is announcing Matt Nelson as director of dealer sales, west region and Canada.
Explosive Growth For Lead Management Software Market 2019 Segmentation, Growth Overview & Future Demand, Focusing on top key players like Adobe, IBM, Microsoft, Oracle, Salesforce  Technology NewsIT Technology News24 provides latest industry trending news, hosted news *service*, IT & Technology news helps businesses connect with their target audiences ...
Superior Abrasives LLC announces personnel appointments  The FabricatorSuperior Abrasives LLC, Vandalia, Ohio, a manufacturer of abrasive tools for surface finishing applications, has made additions to its sales and *service*-related ...
Sales Scenario of Global Patient Temperature Management Market to Remain Positive Through 2026  NewsVarsityThis detailed presentation on 'Patient Temperature Management market' accumulated by Persistence Market Research features an exhaustive study conveying ...
High Liner Foods H1 2019 Update: Greater Cost Efficiency  Seeking AlphaA continued decline in sales volume, although expected, still creates cause for concern. Cash flow came in stronger for the first half of 2019, allowing the com.
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 ...
This Startup Wants to Digitalise Vietnam-based SMEs' Inventory with Their Latest Fundraise  EntrepreneurVietnam's Citigo Software-owned software-as-a-*service* (SaaS) company, KiotViet has raised US$6 million in a Series A funding round from venture capital firm ...
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 ...
LinkedIn Sales Navigator will now surface more content for sales teams to share  Marketing LandLinkedIn Sales Navigator released product updates on Wednesday, adding more features for discovering and managing leads, a redesigned Help Center and ...
VP, Strategic Sales Operations - Sphera  Built In ChicagoSphera is hiring for a VP, Strategic Sales Operations in Chicago. Find more details about the job and how to apply at Built In Chicago.
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 ...
Miss Jones Baking Co. - VP/Director of Sales - Beverage Industry Job Listing  NOSHRole: Director of Sales. Company: Miss Jones Baking Co. Reports to: CEO. ABOUT MISS JONES BAKING CO. MISS JONES BAKING CO.
Berkshire Hathaway HomeServices Commonwealth Real Estate selects Ed Tranter as Sales Manager for new Belmont location  APN NewsNATICK and BELMONT, MA: Berkshire Hathaway HomeServices Commonwealth Real Estate ( today announced the appointment of ...
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 ...
Improve Your Golf and Improve Your Selling  Business 2 CommunityThe other day, I played in a tournament with some other golfers, all trying to qualify for a national event. I failed. I started off poorly. I quickly got into some ...
Ariston Thermo appoints Mohit Narula as Managing Director  Exchange4MediaNarula has more than 23 years of experience across industries in leading companies from BFSI to Telecom, from GE-SBI Cards and American Express to ...
DiscoverOrg Featured on Selling Power's “50 Best Companies to Sell For” List in 2019  GlobeNewswireRanking among the best companies to sell for in the United States for the second year in a row.
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.
DigitalCRM: Automate Online CRM Software to Increase Productivity  Siliconindia.comBuilds CRM software to help organizations manage customer data, access business information, and automate sales & marketing process.
Cresco Labs' Q2 Revenues Might Boost Its Stock Price  Market RealistFor the second quarter, Cresco Labs reported revenues of $29.9 million, which beat analysts' expectation of $27.9 million.
CUSTOMER SERVICE & OPERATIONS ADMINISTRATOR Job at Marussia Beverages Uk Ltd in London, England  The Drinks BusinessA member of a multifunctional team; to manage all stock and sales order transactions on ERP based system. To communicate with all third-party warehouses ...
Sales Trends Are Stabilizing at Kohl's  Yahoo FinanceAfter a weak start to the year, the retailer began to bounce back in late June.
The Sales Person As “Contextualizer”  Business 2 CommunityContext is everything! Each of our customers is different, each company has different goals, strategies, priorities, challenges, cultures, values. Though they may ...
The Middle of the Funnel: Where Too Many Deals Fall Apart  Business 2 CommunityIf there's a gap between your sales and marketing teams, looking at your sales funnel might help you figure out why. As marketers, we're great at filling the top of ...
Sales Forecasts of Enterprise Content Management Solution Market Reveal Positive Outlook Through 2015-2021  Wolf MirrorGlobal Enterprise *Content* Management Solution Market: Introduction. The 'Enterprise *Content* Management Solution market' report, by Persistence Market ...
Stein Mart, Inc. Reports Second Quarter Fiscal 2019 Results  StreetInsider.comOperating income of $0.2 million in the second quarter of 2019 compared to $2.0 million in 2018; Net loss of $2.1 million, or $0.04 per share in the second ...
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 ...
Marketing, sales tighten in LinkedIn Sales Navigator features update  TechTargetLinkedIn has added to Sales Navigator features for lead-listing, as well as integrations with Elevate for *content*-sharing in LinkedIn, Twitter and Facebook.
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 ...
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 ...
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 ...
Target Audience: 4 Helpful Tips for Equipment and Machinery Suppliers  Business 2 CommunityWhen you're running a business that sells expensive equipment and machinery, it's important to think about your clients every step of the way. Many business ...
Burger King manager says he was fired for sticking up for employees  Navajo TimesCHINLE. The former shift manager of the Chinle Burger King says he was fired for standing up for his employees, who in turn were threatened with firing after ...
Nio Inc – (NYSE:NIO) Stock Holdings Boosted by Commonwealth Equity Services LLC  Mayfield RecorderCommonwealth Equity Services LLC lifted its position in shares of Nio Inc – (NYSE:NIO) by 22.0% in the 2nd quarter, according to its most recent disclosure with ...
Digital Marketing Specialist  Charlotte AgendaThe Charlotte Regional Visitors Authority (CRVA) works to deliver experiences that uniquely enrich the lives of our visitors and residents. Through leadership in ...
Malouf Promotes Eric Holmstead as New National Sales Manager  Furniture World MagazineMalouf announced that it has created a new National Sales Manager position and have promoted Eric Holmstead, former central district manager, to fill this new ...
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.
How to Quickly Create Empathy-Based Connections With Sales Prospects  Business 2 CommunityCan you pick my passions? Recently during the Q&A after my Turning Conversations Into Customers webinar, one of the attendees asked, “Do you have any ...
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 ...
South African Airways Names New Sales Leader for Western US  Business Travel NewsSouth African Airways has appointed Umar Chaudhry as director of sales development for the Western U.S. to lead corporate, travel management company and ...

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

Raise Concern About Sales Competition, Not About Yourself

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

Offer Package Deals To Increase Profits And Sales

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

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... Read More

Are Your Sales Meetings Boring?

Many sales meetings are boring and a waste of salespeople's... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

Change in Sales Organizations Starts with Me

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

Snuff Out the Competition Without Leaving a Mark!

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

The Top 5 Issues Facing VPs of Sales

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

Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

Finding A Sales Force That Pays For Itself

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

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

Building Trust For Lifetime Success

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

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the... Read More