26 Jun 2018

Unlike other planning processes that are based on consistent factors, sales planning is subject to continual change. In today’s global markets, driven by volatile demand and serviced by increasingly distended and complex networks, that change is accelerating. Getting a handle on it is a very tough nut to crack. Prospecting: Ideas could come from anywhere. And any good sales funnel...

21 Jun 2018

Team building has a bad rep. In most companies when the manager organizes a team building event, the employees immediately start to think of reruns of the “The Office”. Sadly, watching a real life manager act in the same quirky and try-hard manner as Steve Carell just isn’t as entertaining. Despite its rather lame reputation, team building is actually one of the most important inve...

21 Jun 2018

active-listening
Active listening takes many different forms. Customers, employees and management all want to feel as though their problems and instructions are being taken seriously. Without proper listening there can be no proper communication. Whether you’re an employee or an employer, it’s important to be a leader in whatever role you play. An effective leader listens attentively to create trustwo...

21 Jun 2018

body language in sales
Sales are the backbone of any business but you may not realize just how important how you deliver your sales message matters, especially when it comes to body language. There’s an old saying that your action speaks so loudly I can’t hear what you’re saying. In fact, studies show that, in a personal interaction, 55 percent of what the other people take in and process is visual. That is...

13 Apr 2016

Sales forecasting is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible. It’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Sales managers often find themselves in a familiar situation: running around in a postmortem panic over why th...
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