| 'Treat Me Like A Business Owner' - Do You REALLY Know What That Means |
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Sales people often say they want to be treated as if they run their own business. Yet, their definition and real life business ownership are very different. In this episode, learn what it takes for sales people to really be business operators.
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| 03/11/2010 |
| Do You Have A Sales Department -- Or A Sales Force |
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These two expressions are often used as synonyms, but they are far from it. Listen to this episode to learn the difference.
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| 03/07/2010 |
| Is Passion Doing Your Sales People In |
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While passion helps some sales people to succeed, it causes others to fail. Listen to this episode to learn how to help your sales people channel their passion.
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| 03/04/2010 |
| Great Sales Call or Flop - Do Your Sales People Know the Difference |
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In complex sales, every prospect meeting means moving one step closer to the deal...at least, you hope. In this episode, you will learn the key question to ask your sales people to make sure they are prepared for every sales call.
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| 03/01/2010 |
| What Are Your Sales People Learning From Lost Sales |
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No one likes to lose a sale, but there is a wealth of learning that can come from the experience. Listen to this episode to discover how to create a learning experience from a lost sale.
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| 02/25/2010 |
| Your Sales Job Ad: Turn On or Turn Off |
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Your sales job ad is intended to drive sales candidates to your company. Maybe it's sending them away. Listen to this episode to learn how to attract sales talent.
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| 02/24/2010 |
| A Great Way to Make Cold Calling Fun for Your Sales Team |
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Sales people hate cold calling, but it is the sales managers' job to make sure they are building a healthy pipeline. Listen to this episode to learn an easy way to make cold calling fun and competitive.
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| 02/21/2010 |
| Is the Sales Quota You Set Meaningless |
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Sales people hitting or missing quota is not necessarily an indication of their performance level. Listen to this episode to learn the key to setting quotas that have meaning.
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| 02/17/2010 |
| A Unique, Powerful Way to Screen Sales Candidates without Spending a Dime |
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In this episode, you'll learn a specialized technique to screen prospective sales hires ...exposing the winners from the pack.
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| 02/16/2010 |
| You Hired One Sales Person, But What About The Ten You Didn't |
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You've hired the sales candidate you want, but do you pay any mind to those you didn't? You better! Listen to this episode to learn why.
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| 02/12/2010 |
| Why Sales Training Fails In Most Companies |
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There are 3 reasons why sales training fails in companies. Listen to this episode to avoid those mistakes when hiring a sales trainer.
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| 02/11/2010 |
| Will Your Sales People Pass the Flinch Test? |
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There is a test that professional buyers give sales people to negotiate price. Listen to this episode to see if your sales people are flinching?
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| 02/10/2010 |
| Why Fast Growth Companies Have High Sales Turnover |
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There is one major reason why fast growth companies can't keep a sales team together. Listen to this episode to learn what that is and how to stop it.
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| 02/09/2010 |
| What Is The Greatest Gift A Sales Manager Can Give to their Sales Team? |
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There is something that every sales person wants from their sales manager. It costs managers nothing, but could be their secret to hitting this year's revenue target. Listen to this episode to learn what that gift is.
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| 02/08/2010 |
| The Secret to Successfully On-Boarding Your New Sales Hires |
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Companies either hand their new sales person the phone book or give them the fire hose treatment as their on-boarding plan. Neither of these plans work.Listen to this episode to learn the secret to success when on-boarding your new sales person.
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| 02/07/2010 |
| Does Your Sales Compensation Plan Convey the WRONG Message |
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There are few business decisions more critical than how you compensate your sales team. Listen to this episode to learn the sales compensation plan test.
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| 01/29/2010 |
| Why Your Sales Pipeline Report Looks Like An EKG |
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Does your sales team's pipeline have peaks and valleys that make you pull your hair out? Listen to this episode to learn how to change this trend.
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| 01/27/2010 |
| People Don't Buy Low Price, But Your Sales People Think They Do |
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Sales people lose the business and blame price for the loss. Listen to this show to learn the real reason they didn't get the deal and help them avoid making this mistake again.
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| 01/24/2010 |
| Is Your New Sales Rep Ready to Quit? |
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You work so hard to recruit sales people, but are you making them want to leave your company just as quickly? Listen to this show to learn how to avoid this trap.
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| 01/20/2010 |
| Are You Making This Mistake When Interviewing Sales Candidates? |
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Sales managers are so focused on their interview agenda that they forget a critical part of the sales talent screening process. Listen to this show to learn how to avoid this mistake.
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| 01/19/2010 |
| Don't Hire Another Sales Person Until You Ask Them For This |
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There is a screening technique that will help reduce the possibility of hiring the wrong sales people. Listen to this show to learn how to incorporate this tool into your sales talent screening program.
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| 01/17/2010 |
| The Keyword to Focus On When Designing Sales Manager Compensation Plans |
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There is a keyword to keep front of mind when designing a compensation plan for sales managers. Listen to this episode to ensure you design the right plan for your sales managers.
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| 01/10/2010 |
| The Tool Your Sales Team Is Abusing |
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There is a step of the process that 99% of deals go through, but little time is spent mastering it. Listen to this show to learn what it is and how to leverage it.
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| 01/09/2010 |
| Why Sales Hiring Assessment Tools Don't Work |
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There is a major issue with using sales hiring assessment tools, but it's not the technology. Listen to this episode to find out what causes them to fail.
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| 01/08/2010 |
| There Is Only One-Time Your Sales People Can Ask For Referrals |
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Does your sales team know the one time when they can ask for referrals? After all, there is only one time in the relationship spectrum when it is appropriate to ask for them.
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| 01/06/2010 |
| The Best Time of the Year to Recruit Sales Candidates |
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There is one time of the year that is best to recruit sales talent for your team. Do you know when that is? Listen to this episode and find out.
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| 01/05/2010 |
| The One-Word To Get Your Sales Team On Track for 2010 |
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What message will you deliver to your sales team to get them ready for success in the new year? Listen to this show to learn the foundation word for 2010.
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| 01/02/2010 |
| Think Twice Before Hiring Your Competitor's Sales People |
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While hiring sales people from the competition is tempting,there could be a major flaw in your new hire. Listen to this show and find out what may be missing.
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| 12/29/2009 |
| Sales Manager or Sales Leader - Is There A Difference |
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Are all sales managers also sales leaders? Are all sales leaders managers? Are these synonyms? Can you be one without the other? Listen to this show and find out.
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| 12/28/2009 |
| Does Your Quarterly Business Review (QBR) Provide Value for Your Clients? |
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Business reviews provide a great opportunity to demonstrate value to your clients. Are you leveraging this face-time opportunity? Listen to this show and find out.
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| 12/21/2009 |
| The Most Arrogant Sales Expression |
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There is an expression that is commonplace among sales organizations, but it sends the wrong message to the team.
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| 12/19/2009 |
| Revenue Is Not A Sales Metric |
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Identifying the right sales measures and metrics are key to driving sales performance. However, revenue doesn't tell you the whole story. Sales managers can't affect revenue, they can affect the metrics that lead to it.
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| 12/15/2009 |
| Two Words GUARANTEED to Help Your Sales Team Sell More |
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There are two words that are guaranteed to knock your sales team's quota out of the park.
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| 12/10/2009 |
| Why Your Sales People Can't Get Referrals |
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A little change in how your sales people ask for referrals can dramatically improve their success.
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| 12/09/2009 |
| Never Promote Your Top Rep to Sales Manager |
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Before making a sales rep into a sales manager, there are some key considerations.After all, it's not really a promotion. Is it?
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| 12/03/2009 |
| The Key to Developing the Right Sales Compensation Plan |
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Sales compensation plans double as a job description for your sales team. Use the equilateral triangle method to ensure the plan drives the right behaviors.
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| 12/02/2009 |
| Develop A Social Media Policy To Guide Your Sales Team |
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Provide your sales team with guidance and structure so they successfully leverage social media tools to extend your marketing dollar.
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| 11/29/2009 |
| Handling the Blind RFP |
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Is a blind RFP an opportunity or a lead? Listen to this show and find out.
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| 11/23/2009 |
| The Power of One Word |
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A subtle change in the approach your sales people take can dramatically improve their results.
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| 11/22/2009 |
| 3 Key Words to Effective Sales On-boarding |
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To establish a solid foundation for your new hire sales person, a program is needed to help them succeed.These three words give you focus for your on-boarding program.
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| 11/19/2009 |
| Get Rid of Your Customers Now! |
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If you have customers, trouble lies ahead...
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| 11/18/2009 |
| Developing The Profile Of Your Ideal Sales Person |
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Hiring the right sales people starts with the development of your ideal sales person profile.
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| 11/17/2009 |
| Never Let Your Sales People Cold Call! |
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The practice of cold calling as we know it is dead...at least it should be.
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| 11/16/2009 |
| Dealing With A Sales Rep Who Needs Help, But Doesn't Want It |
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As a manager, it's your responsibility to help your sales people succeed, but what do you do when a struggling rep rebuffs your efforts?
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| 11/15/2009 |
| There Are No Great Sales People! |
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Learn how to hire the right sales people.
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| 11/08/2009 |
Lee B. Salz is a sales management strategist who specializes in helping companies build scalable, high-performance sales organizations through hiring the right sales people, on-boarding them effectively and efficiently, and aligning their sales activity with business objectives using his sales architecture(R) methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and the award-winning author of "Soar Despite Your Dodo Sales Manager." Look for Lee's new book in 2010 titled, "The Sales Marriage" where he shares the secrets to identifying, hiring, and on-boarding the right sales people. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.
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|
'Treat Me Like A Business Owner' - Do You REALLY Know What That Means |
|
Sales people often say they want to be treated as if they run their own business. Yet, their definition and real life business ownership are very different. In this episode, learn what it takes for sales people to really be business operators.
|
|
Audio. 60 sec. - 03/11/2010 |
We provide insights on sales management from the smartest people in the business. Here are links to some of resources we mentioned in this issue:
How To Get Your Off-Sites Budget Back
Off-site meetings became an easy target for budget cuts last year because many of them are not structured to deliver measurable,
strategic results that move an organization ahead. Ira Kerns, Managing Director of MeetingMetrics, provides insights for building - and measuring - the
value of your meetings in his white paper
The Meeting Productivity Process: Unleashing the Power of Meetings.
Are You Ready to Lead?
A study by the Center for Creative Leadership shows that crucial leadership skills in today's organizations are insufficient for meeting current and future needs.
Their report provides recommendations for organizations to bridge the gap between where they are at and where they need to be.
View it here.
The ROI of Individuals
Layoffs have been a way of staying in business in the past year and a half. But what are you really losing when you let someone go?
Training and employee engagement specialists Kirk Hallowell and Erik Berggren discuss creative and accurate methods to get a true sense of individuals' worth
to a company. Click to listen to their presentation, Cutting Your People Without Cutting Off Your Head.
Access products, pricing and reps that drive program performance!
Take advantage of exclusive offers on merchandise, gift card and travel incentives!
Click here to download the PDF.
Click here to download the PDF.
