Management Tips / Sales Tips

Recording Sales Calls: Should You Fear “Big Brother”?

Mention that you want to record calls at the office and the dirty looks (along with an accusation of “Big Brother”) will quickly follow. But despite the bad rap that accompanies listening in, there’s nothing to fear and everything to gain. Professional athletes replay game tape over and over to scrutinize their every move and see how to improve. As a salesperson, you should do the same. It’s normal to feel apprehensive, but analyzing your calls isn’t a means of…

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September 15, 2015
Management Tips / Sales Tips

Social Media Mistakes Salespeople Don’t Know They’re Making

You decided to spend a little time on Facebook today… “networking.” After all, you’re in sales and this is one way to keep up with your clients and potentially make a sale. You sign in and see a friend request, which links you to a few others you want to connect with. You notice someone you haven’t heard from in years and decide to see what he’s up to. Several minutes pass, and it’s time to get back on track.…

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August 25, 2015
Sales Tips

7 Rules for Getting Past the Gatekeeper

You’ve driven across town for a sales meeting, only to find the receptionist catching up on the latest issue of US Weekly while Dr. Jones is tied up. Now what? We’ve all been there – suddenly in a battle to get past the gatekeeper. In many cases, gatekeepers are low-waged employees who don’t really understand the business. They don’t care about how awesome your product or service is. It could be the perfect solution to solve all their company's woes,…

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August 18, 2015
Sales Tips

How to Reverse Engineer Sales Referrals

2.4 million: the number of brand-related conversations in the US each day. The question: Are they talking about you? Referrals are the number one marketing tool for any company relying on new business. In fact, studies show that typically 65% of a company’s new business comes from referrals. Why? Customers trust their friends and family, at least in relation to product recommendations. These referred customers are then 4 times more likely to buy, 18% more loyal, and spend 13.2% more…

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August 11, 2015
Management Tips

Fire Your Sales Manager and Hire a Sales Director TODAY

Sales Managers. You’ve seen them. You know how they work. They control. They reprimand. They schedule. They conduct meetings – lots of meetings. So what should we do with them? Fire them. It may sound harsh, but in reality, sales managers have become so detached from the sales team, they have made themselves obsolete. A manager who doesn’t know “who did what” without asking someone else is useless. It’s time to replace them, but not with another “manager.” Today is…

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August 4, 2015
Management Tips

Tracking Outside vs. Inside Sales: How to Monitor Progress

At first glance, outside and inside sales seem drastically different. An inside salesperson sits in an office, making calls and selling the product over the phone or internet. They work in response to the easy and less profitable sales. Alternatively, an outside salespeople is in the field initiating face-to-face conversations with prospects. They work towards more personal relationships with the customers and are responsible for high-valued targets. Although they play different roles, inside and outside salespeople are really on the…

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July 28, 2015
Management Tips

How To Hire Salespeople Within Your Budget

“How do I hire salespeople within my budget?” If you’re asking this question, it’s likely you have some doubts. There are customers out there who want to buy your product, and you know you need to reach them, but are you really ready to hire a salesperson? Start by thinking through these questions to determine your approach and what type of person you need to make the sale. How can you reach the potential customers? Will you be calling them…

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July 21, 2015
Management Tips / Sales Tips

3 Tips For Tracking Door To Door Sales

Is door to door selling dead? Not by a long shot. In fact, this sales tactic is growing. From 2013 to 2014, U.S. retail sales in the direct selling channel increased 5.5%, bringing in an estimated $34.47 billion, an industry record high. You may try to dismiss this tactic as dated and ineffective, but the fact remains: this is a $34 billion industry still on the rise. Which Industries Should Use This Approach? For some, door to door is clearly…

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July 7, 2015
Management Tips / Sales Tips

3 Insights You’re Missing From Your Sales Reports

Sales reports: Everyone “should” do them but are they really that important? Are these reports worth the time they take from salespeople who could be selling rather than working on a spreadsheet? The short answer: Yes. These reports are vital to the health and success of a company as a whole. So, how can you make the most of your sales reporting without wasting your time? Why Create Sales Reports? Before you create your next sales report, understand who the report is…

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June 30, 2015
Management Tips

The Single Most Important Quality of a High-Performance Sales Culture

You want a high-performance sales culture? Give credit where credit is due. Organizations that stand out as top-sellers celebrate success. They post sales reports on the wall. They spend lots of energy shining spotlights on the top salespeople. At times, the top salespeople have even more respect than those in leadership. High-performance sales cultures do these things because recognition is key. Recognize Top Sellers In high-performance sales cultures, the top salesperson is king. When the organization updates the sales report…

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June 23, 2015