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JULY/AUGUST 2009
PUBLISHER'SNOTE
Sales Management: Talismans Don’t Close Deals **
Wit and wisdom from our Publisher, Mike Murrell...
WHAT WORKS: Sales Management
How Underdogs Win **
Inspired by a recent New Yorker article by Malcolm Gladwell entitled “How David Beats Goliath,” executive coach Scott Eblin developed three success rules of underdogs that can help leaders facing long odds...
Thoughts from an Accidental Manager **
In 2000, Dany Levy launched DailyCandy.com with intentions on keeping young, influential women informed about the latest fashion, boutiques, restaurants and local finds in several major U.S. cities. She recently talked with The New York Times about what she has learned regarding launching a business and leading a team...
Good Leaders Stay On Top of the Issues **
Good leaders master the issues not just through briefing books, but by getting out into the field and talking to people, says leadership consultant John Baldoni. He offers four ways to stay on top of the issues...
What Doesn't Work: 10 fatal flaws that derail leaders **
After scrutinizing 360-degree feedback on over 11,000 leaders and evaluating the 10 percent considered the least effective, leadership consultants John Zenger and Joseph Folkman identified the 10 most common leadership shortcomings...
Driving Performance Without Driving Them Nuts **
Talent management firm E.L. Goldberg & Associates asked companies which design and implementation factors play the most important role in determining whether or not a performance management process achieves its intended goals. Goldberg & Associates founder Edie Goldberg offers recommendations for creating a high-impact performance management process...
There’s No Secret To Hard Work
Bluntness is not a personality trait that’s typically considered refreshing, but it’s what people enjoy about speaker, author and cable TV personality Larry Winget. He frequently reminds people if they’re counting on New Age approaches to succeed at work (or life in general), then they’re going to be disappointed...
3 Simple Steps To Better Leadership **
In good times and bad, says leadership consultant John Baldoni, these three actions will always be appreciated by your sales team...
Three Things To Do During the Recession **
Sales and marketing blogger Dean van Leeuwen recently listed three things that companies need to be doing now...
Three Ways to Better Off-Sites **
In a healthier economy, sales managers may have put together off-site meetings merely for a change of pace, but the economic downturn has businesses double-checking the validity of every expense. That’s a good thing. Here are three ways to make sure you get your money’s worth from your next off-site event...
Focusing Just A Few Yards Ahead **
Small business consultant Scott Belsky spends a lot of his time asking successful entrepreneurs how they make good ideas happen. Recently, “trailblazing serial entrepreneur” Andrew Weinreich told Belsky, “Entrepreneurs are not the ones with the best ideas, they’re just the ones willing to jump off a cliff without the answers.”...
Are You Farming On Fertile Soil? **
The goal of any new business is to reach the point where there’s some sales-harvesting going on. Initial sales might cost $100 or $1,000 each to make, but at some point you want to earn back the money you invested up front. These are some of the elements of a market where you are likely to reach the point where you can harvest the benefits of your investment...
Failure Is a Fast Teacher **
There’s no better education in business than failure...
Getting From Here to There **
“The purpose of a sales presentation is to enable a decision.” If you agree with that, then a critical determination before your salespeople make any presentation is what, specifically, do they want the client to say, do or decide at the end of the presentation? Authors Mahan Khalsa and Randy Illig refer to this ultimate decision as the End in Mind (EIM). Here are the elements of a meeting plan that ensure you keep the End in Mind as an ultimate objective of a presentation...
Have You Left Room for Learning Goals? **
Performance goals play a key role in motivating your salespeople each day, but author Keith Ferrazzi asks, have you helped your salespeople develop learning goals? Do you foster
learning in the workplace by providing the time and ensuring your team has the energy to work on learning goals?...
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WHAT WORKS: GIFT CARDS
Gift cards are an increasingly effective sales incentive tool, but smart managers use suppliers who can show them the secrets of effective programs. Convenience, ease of use and
administration, and the range of choice it provides recipients are the attributes most often mentioned by harried sales managers and incentive program administrators who use them...
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WHAT WORKS: WORKSHOP
Nothing Breeds Success...Like Success
Hollywood isn't bashful these days about copying someone else's success. If a movie has what it takes to sell tickets, it's a good bet you'll see copycat concepts as quickly as
they can be written, filmed and pushed to theaters. Other industries would be wise to adopt this tactic more often. There's no shame in taking note of a company's successful sales campaign and
adapting it to suit their own business objectives. With that in mind, we share these real-life stories from two of our advertisers about successful campaigns that used non-cash incentives to motivate
the target audience...
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WHAT WORKS: INCENTIVE PRODUCTS
Product Review: What Works - Incentive Products
(573KB PDF document. Requires free Adobe Reader)
Check out this collection of guilty pleasures here, extravagances that combine highly-desirable brand names with top-notch features. These are the sort of incentives that money alone can’t match...
Incentive Alley
(648KB 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...
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COACHES'CORNER
Simple Steps Bring the Best Results **
The Blitz Experience was launched seven years ago by Andrea Sittig-Rolf, president and founder of Sittig Inc. Satisfied customers include Hewlett-Packard, Office Depot and ING
Financial Services. It provides a productive way to add structure to the necessary (but often dreaded) task of cold calling. Once learned, the tactics of the Blitz Experience are as simple as they are
effective...
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