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:

Veteran TV Sales, Management Executive Bob Klingle Dies  Broadcasting & CableBob Klingle, 62, veteran TV sales and management executive, died of prostate cancer Jan. 14 in Scotttsdale, Ariz., according to WHAS-TV Louisville, Ky., where ...
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.
Rob Lester Joins FLEXcon North America as Regional Sales Manager  Printed Electronics WorldFLEXcon Company Inc, an innovator in adhesive coating and laminating, today announced that Rob Lester will serve as the new Regional Sales Manager for its ...
Murata Machinery USA appoints North American sales manager for fabrication products  The FabricatorMurata Machinery USA Inc., Charlotte, N.C., a supplier of turret punch presses, fiber lasers, and automation/loaders, has named Jeff Tyl as the North American ...
Two Roads Brewing Company - Ohio/Kentucky Sales Manager - 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 ...
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 ...
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 ...
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 ...
Volac Ireland appoints new national sales manager  AgrilandVolac Ireland has recently announced that the position of national sales manager will be taken over by Una Hickey.
CoAdvantage Appoints Scott Gordon as National Sales Leader  PRNewswireTAMPA, Fla., Jan. 17, 2019 /PRNewswire/ -- CoAdvantage Corporation ("CoAdvantage"), one of the nation's top 3 privately held professional employer ...
82 Labs, Inc // Morning Recovery - Los Angeles Area Sales Manager - Beverage Industry Job Listing  NOSHThis position will drive sales through our three-tier distribution structure while achieving targeted distribution and revenue goals. You will create professional ...
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.
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 ...
Schutte-Buffalo adds sales director  Recycling TodayBill Castine steps in following the retirement of previous sales director Tom Warne.
Anaplan Named a Leader in Gartner Magic Quadrant for Sales  MarTech SeriesFor the Third Consecutive Year, Anaplan Is a Leader in the Gartner Magic Quadrant for Sales Performance Management. Anaplan Believes This Recognition Is ...
Top Sales Jobs Available in Ireland Right Now  Independent.ieAre you on the hunt for a new role in sales? Whether you're starting from scratch or ready to take your career to the next level there are plenty of available roles ...
Driving blue-collar productivity: Hero MotoCorp’s way  People MattersAt the Total Rewards Wellness Conclave 19 Smarajit Banerjee Head HR Hero MotoCorp discussed the company s strategy to engage blue-collar employees ...
Simon Rodrigues has been appointed Director of Sales & Marketing at Chatham Bars Inn  Hospitality NetChatham Bars Inn, Cape Cod's premier seaside resort, today announced the promotion of Simon Rodrigues to Director of Sales & Marketing following ...
Lastline Announces Sales Veteran, Gregory Enriquez, as New Chief Revenue Officer  PRNewswireREDWOOD CITY, Calif., Jan. 17, 2019 /PRNewswire/ -- Lastline®, the leader in AI-powered network security, is continuing to build a world-class organization ...
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 ...
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.
PE-backed ABC Financial hires Garner as sales and marketing EVP  PE HubABC Financial, a software and payment processing provider for health and fitness clubs, has named Kyle Garner as executive vice president of sales and ...
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 ...
ABM Year in Review—TechTarget's Top 10 account-based marketing resources in 2018  TechTargetAccount-based marketing was big in 2018. And because so many B2B tech companies are driving more and more revenue with ABM, it's likely going to be much ...
MOVES-BNP Paribas Asset Management names Sylvain Ghisoni country sales head for France  ReutersBNP Paribas Asset Management named Sylvain Ghisoni as country sales head for France, within its Global Client Group, effective Jan. 21.
Chicago Tube and Iron names sales manager  The FabricatorChicago Tube and Iron Co., Romeoville, Ill., has promoted Denise Vaughan to the role of sales manager for the Cleveland division. She joined the division in ...
Schutte Hammermill Welcomes New Sales Leadership  Powder Bulk SolidsEffective January 1, 2019, Bill Castine assumed the role of director of sales for Schutte Hammermill, following the retirement of previous sales director, Tom ...
Ovention Taps Foodservice Industry Veteran to become Sales Manager  Foodservice Equipment & SuppliesDon Ochletree was named sales manager for Ovention Inc., an oven manufacturer.
Catawba Brewing Company - Area Sales Manager - Craft Beer Job Listing  Brewbound.comPortfolio: Catawba Brewing Company, Palmetto Brewing Company. Position: Area Sales Manager. Location: Columbia, SC or Greenville, SC. Territory: Midlands ...
Hays Jobs Report: Skills that are in demand in early 2019 infrastructure boom appears to be fuelling demand for jobs with certain skills.
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.
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 ...
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, ...
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 ...
Cecala joins Kidron as Northern Midwest sales manager  Trailer/Body BuildersVT Hackney recently hired Michael Cecala as a sales manager in its Northern Midwest District. Cecala will be responsible for sales in the company's Kidron ...
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.
Amut addresses waste management in Russia  Labels and LabelingAmut Ecotech has presented waste collection as a viable option for the Russian market in an address to the Waste Treatment 2018 conference in Moscow.
$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.
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 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.
Holiday Sales Spell Disaster for Nordstrom Stock  Investorplace.comPoor holiday sales figures could be just the beginning for Nordstrom stock as the firm struggles against a poor retail climate.
John Paul Williamson  Lawrence County PressJohn Paul Williamson passed away Thursday, December 27, 2018. He was the firstborn child of Alton and Lura Lee (Bullock) Williamson, both deceased.
Safe Orthopaedics Delivers Its Strongest Performance of 2018 in the Final Quarter, with Revenue Growth of 27% to €990000  Business WireRegulatory News: Safe Orthopaedics (Paris:SAFOR) (FR0012452746 – SAFOR), a company specialized in the design and marketing of single-use implants ...
J2413 – Sales Manager, Office Equipment – UK, SE Eng / Mids preferred – Asset Finance  VerdictCareer opportunity brought to you by. NEW LEAF SEARCH +44 (0) 203 740 7222. Job Reference: SMV/J2413. Job Title: J2413 ...
SALES, MANAGEMENT & WORKSHOP ROLES NEW RUTLAND CYCLING STORE, MILTON KEYNES RECRUITING NOW!  CyclingIndustry.NewsRutland Cycling. Published. 2 January, 2019. Location. Milton Keynes, United Kingdom. Category. Store Manager. Job Type. Full-time ...
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 MANAGER - WHOLESALE job with Lesaffre | 791163  The GrocerSALES MANAGER - WHOLESALE in Food & Drink, Sales with Lesaffre. Apply Today.
A Round-Table Workshop for Sales Leaders  ILoveQatar.netDeveloping A High-Performance Sales Organization. Doha, Qatar. An interactive round-table platform of discussions, joint consultations and interactive sessions ...
10 Ways Machine Learning Is Revolutionizing Sales  ForbesSales 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 ...
La Financière de l'Echiquier names Benelux sales manager in European push  Investment EuropeLa Financière de l'Echiquier (LFDE) has expanded its team in Benelux with the appointment of Peter Jansen as sales manager Benelux. Jansen will work ...
Association For Creative Industries Selects SmithBucklin for Association Management  Exhibitor OnlineThe Association For Creative Industries (AFCI) has selected SmithBucklin, the association management and services company more organizations turn to than ...
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.
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.
Taiwan Semiconductor Sales Forecast Hammers Chipmakers as Apple Warning Ripples  TheStreet.comTaiwan Semiconductor the world's biggest contract chipmaker and a lead supplier for Apple iPhones, posted tepid fourth quarter earnings Thursday but ...
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.
WILD HORSES: Forest Service mulls sales that could lead to slaughter  E&E NewsThe Forest *Service* may sell about 165 wild horses currently in holding at California's Modoc National Forest without limitations on the future use of the animals ...
Vigilant to Fracture: Managing Osteoporosis in At-Risk Patients  MedscapeUniversity of Edinburgh rheumatologists emphasize the need for broader screening for osteoporosis, especially in men, patients taking glucocorticoids, and ...
Primark's better-than-expected quarterly sales cheer markets  FashionUnited UKANALYSIS New York - The giant of affordable fashion has presented its quarterly results for the period spanning the 16 weeks ended on January, 5. The figures,
Why CRM Projects Fail and How to Make Them More Successful 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 ...
20 New Job Openings In Fredericksburg Area  Fredericksburg, VA PatchKitchen manager, sales rep, plumber, HVAC installer: These are among the recent job openings in the Fredericksburg area the past 10 ...
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 ...
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, ...
Government shutdown may create a ripple of disruptions for travelers  Washington PostAsk travelers about the partial government shutdown, and you may get a dismissive answer. After all, most flights are still running on time, many national parks ...
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 ...
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, ...
MOVES-BMO Global Asset Management names U.S. head of institutional sales  ReutersBMO Global Asset Management on Wednesday named Lee Wanie as managing director, head of institutional sales in the U.S..
Explore appoints global head of sales and customer service  Travel Weekly UKBen Ittensohn has joined Explore as global head of sales and customer *service*, tasked with developing partnerships with travel agents. He has worked with the ...
CIM Program Announces Professional and Sports/Travel Items for 2019 Auction  ForConstructionPros.comConcrete Industry Management (CIM) program announces the list of professional and sports/travel items donated for its annual World of Concrete auction.
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.
Deirdre O’Connell of Manhasset joins United Way of Long Island’s Board of Directors  The Island NowUnited Way of Long Island recently elected Deirdre O'Connell to its Board of Directors. O'Connell is the CEO of Daniel Gale Sotheby's International Realty, ...
Global IT Service Management Tools Market 2019 Sales, Revenue, Gross Margin, Consumption, Suppliers  IFLCARSIT *Service* Management Tools market professionals analyse the worldwide growth and give their beneficial study for new entrants, and who is interested.
Napa is suddenly abuzz with winery and vineyard sales  San Francisco ChronicleAfter a relatively quiet period in Napa Valley mergers and acquisitions, we are suddenly seeing a flurry of activity. The big headline: Ed and Deb Fitts have sold ...
Multi Channel Marketing Strategy: Helping Medical Devices Companies to Personalize Campaigns by Analyzing the Patient Behavior and Needs | Quantzig  Associated PressLONDON--(BUSINESS WIRE)--Jan 17, 2019--Quantzig, a leading analytics advisory firm that delivers customized analytics solutions, has announced the ...
Transitioning Home: One Vet's Journey From The Marine Corps To Cintas  Task & PurposeWhen military *service* is over, being able to return home is often top priority. For Thomas England, the end goal was to find a job back home in Kansas City so he ...
NI dealer wins 'Tractor Sales Performance Award', but which one?  AgrilandThe announcements were made at a recent Dealer Council meeting, which was held at the Claas tractor factory in Le Mans, France. Dealers also visited the ...
Communicating With Clients During the 4 Stages of the Buyer Journey  Business 2 CommunityI'd like to talk to you about connecting with your clients during the four stages of the buyer's journey. What are those stages? And how can you communicate with ...
No Christmas bonus for SA’s top retailers  Business DaySA's floundering economy has resulted in two of its largest clothing retailers, Mr Price and Woolworths, reporting disappointing growth for the festive season.
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 ...
Electricity bills Australia: Households paying $200 extra for marketing privatisation of the electricity industry has not delivered what it promised and has instead driven up costs for consumers, a report has found. The Australia ... - University Book Store Headlines: 1.16.19  Rivals.comGet to know the name, @B1GMBBall fans: Trevion Williams. The @BoilerBall freshman is getting run the last three games, and he's producing (12.7 ppg & 12 ...
15 of the most promising jobs in the US in 2019, according to LinkedIn  CNBCEach of these positions offer high salaries, strong year-over-year growth and a strong likelihood for promotion.
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 ...
38 Job Openings In Crofton Area  Crofton, MD PatchJob Openings In Crofton Anne Arundel County - Crofton, MD - Jobs at Plow and Hearth, Godiva, Ashley Furniture Home Store, Heavy ...
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 ...
Is Max Property Group Winning The Security Tokens Platform Race  PR WebMax Crowdfund Announces Its Token Listing On Stex.Com Today, Taking It A Step Closer To Becoming the First Platform To Launch A Tradable Security Token ...
DC Plan Jargon Stymies Participant Success  Planadviser.comThe term “glide path” resonated with only 4% of participants surveyed by Invesco, despite being the most common term used by advisers, providers and plan ...
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 ...
Hospital Linen Supply and Management Services Market Modest Situation Among the Top Manufacturers, With Sales, Revenue and Market Share 2023  Current News MagazineHospital Linen Supply and Management Services Market is specially distributed because of the presence of many medium, and huge range of players within the ...
Kmart sales fall on weak womenswear sales and DVD exit at discount department store Kmart has gone backwards after several years of stand-out growth, driven by weaker womenswear sales and an exit from ...
Zurn appoints North American sales VP, general manager for Canadian arm  HPAC MagazineZurn Industries, LLC has appointed Richard Bledsoe to the position of vice president of sales and marketing in North America. Barry Moulsdale assumed the ...
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 ...
Sales and Sales Management Is Broken  Business 2 CommunityI have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven't had the opportunity to read it, make sure you take the time to ...
Insight to successful sales management meetings  TechGenYZSales management meetings may be dreadful and a times boring. To add spice to a successful meeting agenda use these simple tips.
No sales managers? No problem! You can still sell well – here’s how  YourStoryDevang Mehta from Anthill Ventures talks about how startups can leverage technology and innovative solutions to sell without the need for traditional sales.
John C. Bogle, Founder of Financial Giant Vanguard, Is Dead at 89  The New York TimesJohn C. Bogle, who founded the Vanguard Group of Investment Companies in 1974 and built it into a giant mutual fund company, with $4.9 trillion in assets ...
How Sales Managers Secretly Sabotage Revenue  Forbes NowIf you're like most business leaders, you invest heavily in your sales force, but there's one rule that is usually ignored- your frontline sales manager.
4 Ways To Develop Your Sales And Marketing Skills  Youth IncorporatedSales management is not about talking all the time, it is about listening, identifying, understanding and ultimately providing a solution.
Music Licensing Executive  Pedestrian TVAudio Network is a disruptive, tech-enabled global music company that is one of the largest independent creators of original, high-quality music for use in video.

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

Sales & Marketing Plan Strategies

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

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... Read More

Increase Retail Sales With Meetups

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

Overcoming Sales Objections for Small Business Networks

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

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... 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

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More

How To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

Leadership Lessons for Sales Managers

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

8 Line Items of a Trade Show Budget

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

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

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to... Read More

3 Steps To Getting A Sales Meeting

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

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

Leadership - How To Turn The Vision Into A Reality

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