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MARCH/APRIL 2009
FEATURESTORY
If you believe the quality of your salespeople is central to building value, you'd better reconsider your "they have no place to go" retention strategy...
If You’re Going To Celebrate, Do It Right
Coaches frequently tell their players that the effort they put forth in practice will directly reflect how they will play in games. Perhaps it's similarly true for sales managers that how they celebrate their team's success will impact how much success they continue to have...
Keep Your Head and You’ll Keep More Employees
The stress from the economy and increased workloads has plenty of people on edge, but it's cause for concern if you have to apologize more than once to your sales team for losing your cool. Besides controlling your own emotions, you must be on the lookout for increased irritation between co-workers and mediate before things spiral out of control...
I Want It All And I Want It Now
Companies haven't abandoned long-term sales objectives and processes, but the economic downturn has many sales managers emphasizing short-term accomplishments more so than they did even a year ago. To that end, they are using recognition strategies that provide a quicker payoff...
Mindful Managers Are Hard to Leave
It's often said that employees don't leave companies, they leave managers. How you treat your team during tough times has a lot to do with how long they stay with you...
Keeping good salespeople starts with hiring good salespeople - and helping them get off to a confidence-boosting start. Here are five quick tips to boost your business & pump-up your people...
PUBLISHER'SNOTE
Answer: A Couple Shots of Grey Goose and a Splash of Cold Water **
Wit and wisdom from our Publisher, Mike Murrell...
SCRATCHPAD
Slash and Get Burned **
Discounting is tempting in today’s economy, but it often hurts businesses more than it helps...
Find the customers that matter most **
The concept of focusing your sales team’s efforts on your most profitable customers has been around for some time, but it has acquired fresh urgency in today’s climate. By pinpointing your profitable customers and looking for more ways to serve them, you may be able to coax new life into the bottom line....
Leaders love to learn **
As a sales manager, you don’t have to stare down such dramatic situations as the Hudson River landing of US Airways Flight 1549, of course. But completing training regularly will prepare you for new and difficult challenges...
Some questions should have been asked long ago **
Tough economies like the one we’re in do just as much to weed out bad leadership as they do poor employees...
Your most important meetings are with yourself **
As we continue to venture into uncharted economic waters, how can you keep your job (not to mention your sales team) on track? Schedule a weekly meeting with yourself, says
business journalist and executive coach Gill Corkindale...
SALESMANAGEMENTU
An Unprecedented Sales Management Challenge
Sales managers need their team focused, but they are completely distracted. Sales productivity is at or near an all-time low at a time when the company needs it most. Most sales
managers have not been trained how to help their team regain their focus to drive productivity (a.k.a. sales). What can you do to regain the reigns of the team and lead them to sales success?...
INCENTIVEPRODUCTS
Product Review: Green Is Keen
(831KB PDF document. Requires free Adobe Reader)
Today’s broad-based environmental movement has diverse participation and multiple entry points. Green has been redefined to come closer to “ordinary” Americans’ concerns. Today, environmentally concerned citizens practice what they preach at work, at home and at play. There is no “off” switch when making environmentally sound choices, which explains the increasing popularity of environmentally friendly products in workplace incentive programs...
Incentive Alley
(1.2MB PDF document. Requires free Adobe Reader)
Take advantage of these exclusive offers to SalesForceXP readers on merchandise, gift card and travel incentives from our advertisers...
COACHES'CORNER
Rambling Thoughts On Successful Selling **
I have always enjoyed reading Tom Peters. On his blog (www.tompeters.com) he came up with “100 Good Ideas,” which is simply
100 good suggestions for anyone wanting to transform a company. I thought I’d borrow the concept and come up with my own: “Greg Bennett’s 99 Rambling Thoughts on Successful Selling.” Why 99? Maybe I
want to leave that last good idea out there to be discovered...
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