Archive for November, 2011
Five Steps to Avoiding Sales Management Blunders in Business
Posted by admin in Sales Management on November 21, 2011
Your decision to hire a sales staff to serve as a frontline for your small business also comes with the great responsibility of providing effective sales management. This will determine how big and successful your business will become in the near future. Here are some serious sales management blunders that you should avoid at all costs.
Five Sales Management Blunders in Business
1. Blurring the Line between Recognition and Coaching
Congratulating your sales personnel for a good job and moving right away into discussing areas of improvement can be very misleading. This common blunder of tactic is often interpreted as a mere lack of appreciation to their efforts. The best practice would be to separate recognition when you are coaching and save their performance improvement areas to the coaching sessions. Recognize and celebrate their success separately with its own special time; it’s these gestures that win hearts.
2. Having No Sales Plan At All
The absence of a clear sales plan in managing your sales team is like setting them off blindly with no clear idea what they must be doing. To have a highly efficient and successful sales team, you must provide them with regular planning, reviews and tracking; with every sales unit having its own action plans as a guide for its accountability and day-to-day sales activities. Read the rest of this entry »
Marketing With a Bang Through Presentation Folder Printing
Posted by admin in Presentation on November 21, 2011
Let’s say you have an important business presentation to make. If it goes well, you could be winning plenty of potential customers that will bring more sales and profits to your business. The first thing you need to think about is making a good first impression. When people see you, they should immediately find you trustworthy and credible. So, what’s the best way to achieve this? You can always start with presentation folder printing.
Presentation folders are simple marketing tools that will let you present your business in a professional and polished manner. They will let you make a presentation in style. Unfortunately, not all business owners know about this marketing tool. When they think of presentation folders, what comes to mind is a fancy and glitzy folder designed to impress people. They simply see the folder as a form of cover and nothing more. You have to understand though that presentation folders are more than that. They may be a form of binder that keeps your files and documents intact, but they provide a lot more function than that.
If done effectively, presentation folders will serve as a marketing tool that will sell your business and the products or services you offer to potential customers. You can basically use them however you want in such a way that people will get reminded of your business for a long time.
There are vast selections of design you can use in your folders. You can basically design them anyway you want. They can be traditional using manila folder or you can use other materials that will make your folders more stylish and impressive. All designs are possible allowing you to create the best impression you want for your business. Read the rest of this entry »
The Importance of Sales Management Motivation
Posted by admin in Sales Management on November 20, 2011
In previous shows we talked about the importance of motivation. And how profound an impact a good sales manager has on the sales performance of his team if he can motivate and keep his team highly motivated at all times. It is a tremendously important skill for all of us to learn, especially in this type of economic environment.
The difference between sales performance above expectation and sales performance below expectation is largely determined by small things that a sales manager can do every day to keep his sales team at the top of their game and highly motivated.
If you are a front line sales manager, or an owner of a business, or maybe even in a sales training department, you are not out with your sales people all of the time, so you need to have them motivated even when you are not there.
We have talked about a couple of different ways to motivate, specifically about these motivational profiles which we have spoken about. For our paid members there’s a motivational questionnaire which creates a sales motivational profile for each of your sales people, you end up motivated each one slightly different although they do overlap in the 5 metrics that we talk about.
And today we are going to talk about a common way that a lot of people are motivated:
“The need to feel important”, or prestige.
This type of sales person after you fill out your questionnaire, and get good idea was to where their motivations are, has a profound drive to feel important. Read the rest of this entry »