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Training/Incentives/Meetings for Sales Team Leaders
| Vol 6, Number 1 | SalesForceXPress eNewsletter | January 23rd, 2008 |
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The Top 7 of 2007 No one frets more about a recession than a sales manager. Are my forecasts realistic? Will customers tighten their purse strings more than they already have? Will I be forced to downsize the sales team? Nothing is for certain except that you need to stay nimble, focused and open to new approaches. That’s where SalesForceXP and SalesForceXPress come in. We will continue to provide you with the kind of creative approaches to managing sales teams that bolster companies through down economies and elevate performance in strong ones. Our current issue features a cover story on unconventional sales strategies that seem tailor-made for tough times. Of course, it never hurts to review what you’ve already learned, which is why this edition of SalesForceXPress brings you the seven most popular articles from last year’s e-newsletters as determined by click-throughs from readers. Stick with us in 2008. Together, we can weather any economic storms that come our way. #1 - Fueling Your Reps’ Fires When recognition is applied to the basics of solid sales management – goal setting, communication, trust and accountability – it serves as an accelerator of employee performance and engagement. There are essential ingredients to effective employee recognition, however. Learn more about effectively implementing recognition here...
#2 - Why Gamble With Off-Site Meetings? It’s always smart to mix some fun in with off-site business meetings, and gaming destinations are an ideal way to do it. Las Vegas may always be the world’s favorite place to gamble, but you have many other unique non-Vegas business meeting options... #3 - Simplify Your Sales Negotiations Negotiating a sale has been made more complex than it needs to be. That’s far worse than confusing, it’s disempowering. When it comes right down to it, says Brian Dietmeyer, President of Chicago-based consultant Think! Inc., every sales negotiation ultimately hinges on only two elements…
#4 - Is Rudy Giuliani A Leader? The former mayor of New York wrote a book called “Leadership,” but does that automatically qualify him as a leader? And are leadership traits transferable? That is, are the characteristics that make a person a strong political leader the same ones that make for strong leadership in the workplace? We “built” an ideal sales manager using thoughts on leadership from top sales management gurus and authors. Check it out and let us know what you think makes for strong workplace leadership. #5 - Are You Keeping It Real? Consultant Steve Finkel says some salespeople dislike role playing because it exposes weaknesses in their approach. More of them, however, blame a lack of reality. Good role playing helps salespeople go from knowing to doing, but if you’re not simulating real-world sales situations, you’re wasting the sales team’s time. Read about role playing done right...
#6 - You Thousands of sales managers and executives will travel to Chicago this week to attend The Motivation Show, a three-day event that showcases the neatest and newest ideas in non-cash incentives. What do they know that validates this time out of the office? Research has proven that the emotional influence of merchandise and travel rewards is greater than the equivalent value in cash... #7 - A Management Strategy That's Scientifically Proven Research involving 133 sales professionals shows that the more often an employee recalls receiving an incentive, the stronger that employee perceives he or she is supported by the employer. It’s a strong argument supporting the use of merchandise incentives rather than cash. Read more about why tangible incentives make more sense...
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Reward Them in Style
Sophisticated Style
Marriott Individual Incentives non-stay coupons allow a recipient to experience a fabulous Marriott spa, golf course or restaurant at locations around
the world. Best of all, the perceived value is much greater than the actual cost. Awards can be tailored to accommodate any budget and any number of nights. For more
information, call Marriott Individual Incentive Awards (
Jack Georges
Your reward recipients will travel on time and in style with this
navigator and travel companion. Fits in a pocket or purse and comes with preloaded maps for the continental U.S., Hawaii and Puerto Rico or regional coverage elsewhere.
Touch the color sunlight-readable screen to enter a destination, and get maps with turn-by-turn voice directions. Includes a rechargeable lithium-ion battery, world
travel clock, currency and measurement converters, calculator and more. For more details, call Eric Anderson of PMC (
Perhaps an Ovation is what they deserve! Fairmont
Hotels & Resorts and Raffles Hotels & Resorts proudly present Ovation Rewards Ð the incredibly flexible, individual incentive program designed for those seeking unique
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reputation for experience, it's a great way to say "Thank you!" For more information,
call 866-840-8499 or visit 
Shutter Bug Alert
Rolling Cooler
This Hamilton Beach 3-in1 slow cooker (Model 33135) has three cooking capacities (two-, four- or six-quart), compact nested storage, full-grip handles
and three heat settings. The versatile stoneware bowls are oven-, microwave- and dishwasher-safe. The universal lid fits all three bowls. Recipes included. For more
information, contact Rick Low at Hamilton Beach, 804-527-7189 or e-mail 
Avid photographers in your office may want to take
the next step up from their point-and-shoot digital cameras but can't validate the cost. You can solve their dilemma with this well-chosen incentive. The new Canon EOS
Digital Rebel XTi offers 10.1 megapixel resolution, enlarged 21Ú2-inch LCD, DiG!C II image processor and Canon's new dust removal system to reduce dust from the imaging
sensor and clean up the image in the software. For information about using Canon products as gifts, premiums, incentives, promotions or rewards, call 86650-CANON. Now,
Canon's new Corporate Gifts Web site - www.usa.canon.com/corporategifts - can help you recognize the most deserving individuals in your workplace.NOTE:
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