IT and Business Insights for SMB Solution Providers

Sales Management

Blog Entry
August 3rd, 2021 | Gil Cargill
New post from Gil Cargill..check it out This is my way of paraphrasing a famous statement made by Albert Einstein.  And I think it applies to managers and owners of sales-driven companies. Over the 43 years that I have coached these companies, I’ve observed that many entrepreneurs and owners who are frustrated with the results their sales and marketing efforts are producing. ... - read more
 
Blog Entry
June 25th, 2021 | Gil Cargill
New post from Gil Cargill..check it out One of the problems with many sales teams today is the sales leader or sales manager became a manager because of his/her selling proficiency, not because of their coaching and managing ability. This situation is exacerbated by the fact that very few (if any) colleges and universities offer a four-year diploma in sales management.  In... - read more
 
Blog Entry
June 8th, 2021 | Gil Cargill
New post from Gil Cargill..check it out Sales Meetings vs. Selling Time Sales meetings are the bane of many sales representatives.  That’s because they perceive they don’t get any value out of these weekly exercises.  The next time you plan a sales meeting, I’d like you to take into consideration the value of the selling time that is required to conduct the... - read more
 
Blog Entry
June 3rd, 2021 | Gil Cargill
New post from Gil Cargill..check it out If you’re like most sales managers, you came to your position accidentally.  Tragically, there are very few universities that offer a diploma in sales management.  The entrepreneur that starts a business has a goal of success and wealth but, somewhere along the line, he or she recognizes the need to grow a salesforce. Chance of... - read more
 
Blog Entry
September 24th, 2020 | Gil Cargill
New post from Gil Cargill..check it out There are many numbers, or metrics, that need to be monitored in order to optimize the results of your selling efforts.  Most sales professionals spend much of their time trying to generate leads or, in other words, they’re trying to fill their sales funnel.  Obviously, that’s important.  But what would happen to your top and... - read more
 
Blog Entry
August 27th, 2018 | Gil Cargill
New post from Gil Cargill..check it out In forty years of conducting professional sales training, I’ve learned that frequently the problem with a company’s ability to produce profitable revenue does not rest in the hands of the salespeople.  Rather, the suppression of sales, albeit inadvertent, is a function of sales process bottlenecks. You see, all salesforces have processes.  Most of these processes... - read more
 
Blog Entry
August 23rd, 2018 | Gil Cargill
New post from Gil Cargill..check it out Many entrepreneurial organizations that rely on a sales team have fallen prey to a phenomenon that I’ve observed over the years – specifically, the sales saboteur.  This person is a sales professional who, for a variety of reasons, believes that he/she doesn’t need to comply with policies and procedures within the company.  They actually behave... - read more
 
Blog Entry
July 16th, 2018 | Gil Cargill
New post from Gil Cargill..check it out In my experience, all sales teams can benefit by segmenting into three compartments.  This assumes, of course, if you have more than two salespeople (LOL).  The segments are the top twenty percent, the middle sixty percent, and the bottom twenty percent. Twenty percent of all salespeople are the top producers.  These are the men and women... - read more
 
Blog Entry
July 26th, 2017 | Ken Thoreson
Frequent readers of this blog certainly are aware of the Acumen Book Club concept, for those new readers the Book Club is sales training program we discuss in our Sales Management Boot Camps; essentially the idea is that twice a year every salesperson in your organization reads the same sales book and the te - read more
 
Blog Entry
July 19th, 2017 | Ken Thoreson
Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight. - read more
 

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