The Top 12 of 2008

Number 12...
5 Questions That Will Improve Any Sales Meeting

If you’ve been in sales for more than a week, you’ve no doubt been to a meeting that was… well, less than effective (to put it politely). Sales trainer Kevin Eikenberry says if you ask and answer just five questions before leading your next meeting, you’ll get more out of it and so will your sales team. Review the 5 Questions that will improve any sales meeting here...

Number 11...
Capture the Hearts - and Minds - of Independent Sales Reps

There are universal truths about salespeople that savvy managers account for when developing strategies. One of these is that reps are quick to disassociate pay with performance. Whether they're selling corporate jets or cafeteria supplies, once they spend their commission check, they forget about you. Until the next check arrives, that is. Learn how to stay connected with independent sales reps…

Number 10...
Something To Turn You On

What’s popular in consumer electronics constantly changes, which is one of the reasons people love them so much. Not long ago, BI, a Minneapolis-based business improvement company, offered about 40 different products in its inventory of consumer electronics available as incentives and rewards. Now, says purchaser Sandy Schrock, the company stocks more than 100 items in the category and updates them monthly if not more often. See some of the newest and neatest consumer electronics here...

Number 9...
Why Train Unmotivated Sales Reps?

It’s tough to get adequate training dollars in tight economic times, tougher still when many of those who receive the training don’t provide a return on that investment. Why spend money on training when one-third of the reps will tune out? Sales consultant Mike Brooks says you’re investing for the other two-thirds of your team that will actually benefit from sales training...

Nike Gift Card:  Motivate Your Champions The Nike Gift Card may be used at NIKETOWN, NikeFactoryStores, NikeWomen, Nike store locations and NikeStore.com. Redeemable for high-performance footwear, apparel, accessories and equipment. The Nike Gift Card may also be used on NIKEiD.com to create individually customized shoes, apparel, equipment and exclusive products. For more information, contact: Nike Gift Card Corporate Sales at: (877) 220-6453, e-mail: giftcards@nike.com or visit www.Nike.com

Number 8...
Snuffing the Slimeball Image

As if making a sale wasn’t difficult enough, a new report shows that buyers’ poor perception of the sales profession creates hurdles for salespeople and their employers. There are effective ways to combat the snake oil salesman perception...

Number 7...
How Do Great Sales Managers Motivate?

Of course, neat stuff alone won’t earn long-term allegiance from your sales team. Employees turn in their best efforts out of loyalty to great managers. The self-starters take care of themselves; it’s the middle performers who you must convince to exceed expectations. We’ve collected some ideas on how great sales managers motivate...

Number 6...
Are You Limiting Your Sales Team’s Success?

While people aren’t animals, managers have always created fences (or boundaries) for their salespeople. Boundaries can be helpful, but when set unclearly or too narrowly, they can cause significant problems. Kevin Eikenberry offers five guidelines for setting your fence posts...

Number 5...
Plan Like A Pro

Whether you’re organizing a team outing to the other side of town or the other side of the country, the first rule for do-it-yourself, part-time meeting planners is to not look like one. Our XPIllustrated interactive feature provides quick-and-easy tips to help you bring off your next off-site like a pro. Check out our  interactive meeting planning checklist...

Make yourself a hero Let the experts at the Las Vegas Convention and Visitors Authority show you the way to plan the perfect event for your sales associates. The LVCVA can help you organize a successful meeting from start to finish. Learn more at LVCVA.com.

Number 4...
Are the Right People at Your Meetings?

When was the last time a customer attended one of yours sales meetings? Or should we ask has a customer ever attended one of your sales meetings? Bringing in customers for specific portions of your meeting can produce some new and very valuable insights, says consultant Ron Kaufmann. He has eight more ideas to improve your off-site meetings...

Number 3...
Why You Want Your Salespeople to Act Like Kids

Grownups complicate everything.  Children keep things simple.  Author Tony Rubleski says in this age of advertising overload, your salespeople can make their points – and make more sales – by reverting to their childlike ways.  Read about the three key elements to selling that kids specialize in...

Number 2...
Why Hiring Gym Rats Makes Sense

Sales professionals are very similar to athletes, says sales trainer Drew Stevens. “They love the thrill of victory and abhor the agony of defeat.” It’s no coincidence that the characteristics coaches crave in athletes – discipline, desire and coolness under pressure – are the same traits that sales managers seek when searching for another rainmaker. Read more about motivating the jocks on your sales team...

Number 1...
Whose Sales Goals Are They?

Are your second-quarter sales falling short of the goal, just like they did in the first quarter? Whose goals are they? Were they? Dave Smith of BI, a Minneapolis-based business improvement company, says the most common reason sales objectives handed down from on high are summarily dismissed is because they aren’t the recipients’ objectives. There is a secret to getting salespeople to take ownership of their sales goals...

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