Management Tips

How to Improve Your Sales Forecasts

It’s genuinely difficult to overstate the importance of forecasting your sales. But what if you forecast your sales inaccurately? Every salesperson wants to give good news to their managers about how many deals are closing. And sales managers want to give that good news to the business owners with unparalleled confidence.Getting the projections correct is about much more than just giving the CEO peace of mind that they’ll be profitable at the end of the month. In many cases, it’s…

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December 3, 2013
Sales Tips

How to Meet Your Sales Goals on a Deadline

As the new year creeps ever closer, salespeople all over the world hope to finish the year on a good note. Depending on which industry you work in, the Christmas season can be super busy or super quiet. Sometimes prospects can be more difficult get hold of, some go on holiday to use their last allotted days and others are just a pain to get hold of due to busy periods of their own. Here’s a guide on how to…

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November 19, 2013
Sales Tips

How to Build a Smarter Sales Territory

Efficiently managing your sales territory is just as essential for hitting targets as picking up the phone. Thankfully, modern technologies such as Google Maps make it infinitely easier to effectively manage our territories. But, this term doesn’t necessarily refer only to geographical locations. It can also mean sales verticals.If you’re considering an initiative to more effectively manage sales territories, it’s always worth considering if improvements can be made between the location and vertical. Typically, location is more worthwhile when there…

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November 5, 2013
Sales Tips

5 Ways to Improve Your Sales Lead Quality

Have you ever considered that it takes the same amount of time to source and qualify a good lead as it does a bad lead? Of course we all want more leads, but having a sales funnel full of poor quality leads can not only cost you a fortune in wasted marketing spend, it chews through the precious and finite time of your sales team. Improving sales lead quality means reducing the calling people who are unlikely to buy.Lead quality…

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October 24, 2013
Management Tips

3 Reasons Your Sales Are Stagnant

Stagnating sales. Even seeing those two words written next to each other is painful. But when you’re a manager having to tell them to a salesperson or you’re a sales person having to hear your manager voice them out loud, it’s even worse. There are key misconceptions over the reasons why sales can stagnate and in this article, we’re about to cover some of the most critical and commonly overlooked reasons to find yourself in a state of sales stagnation.…

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October 1, 2013
Management Tips

Why Sales Management is a Lot Like War Strategy

The legendary Chinese military general, Sun Tzu stated that “opportunities multiply as they are seized”. Any good salesperson will know that feeling at the beginning of a steamrolling month that leads onto many more sales and referrals later down the line. How many more parallels could be found between sales and war?Most of us would be willing to fight for something we believe in. Such belief can spur motivation into dedicated action and, assuming they’re in the right industry, a…

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September 24, 2013
Sales Tips

A Simple Resource For Keeping Salespeople Accountable

We all know the story. A new salesperson is hired, they start hitting targets quickly, your clients love them, they come in early, leave late and generally storm through the job. Then, comes the dip… The key issue with holding salespeople accountable over extended time periods is simple. Data; or rather lack of it. There are a number of techniques that can be employed but many of them are ineffective and out of date. In this article you’ll find a…

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September 17, 2013