Sales Management

Building a Culture of Positivity to Increase Sales

Positive isn’t just my blood type — it’s also my philosophy. How do people reach success? Well, the common thread in my past endeavors is happiness. When people are happy and begin to envision success, they become an unstoppable force. If we want our organizations to be their best, we need to be positive. We need to lead by making good decisions that produce end results that benefit everyone. How to Build a Positive Culture Sure, there’s the mentality that…

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May 15, 2018
Sales Management

4 Ways Employees Cheat The Time Clock (And How to Prevent It)

You’re a victim of fraud. … if you’re running a retail store. Time clock fraud happens to everyone in retail. If you don’t think it’s happening to you, here’s what you need to know: it’s happening to you. People cheat the system and cost you money you shouldn’t be paying. Here’s how they do it: 1. Blaming the System Time clock fraud takes several different shapes. Maybe someone’s late for work, so they clock in late. Then they tell their manager…

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May 8, 2018
Sales Tips

4 Things Your Sales Reps Should Know Before Their First Appointment

Don’t barf on the customer’s shoes.Dismal failure is highly unlikely. These are the two most basic lessons new sales reps need to understand before going to their first solo sales appointment. New salespeople are nervous, to say the least (hence the vomiting advice)! As a manager, it’s up to you to set your new sales reps up for success. Maybe you’re a manager who attempts to tell new hires all you know about sales before their first appointment. Or maybe…

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March 27, 2018
Management Tips

Avoid These 4 Costly Mistakes When Hiring a Sales Team

It’s tough to find a good salesperson — especially if you’re selling commodities. And when you’re hiring sales teams, building an entire group of great salespeople seems impossible.After all, it takes more than good commissions to make a top seller. You can’t just up someone’s pay in hopes they’ll transform into an awesome salesperson. So who are those rare jewels… and how can they start working for you?Where to Find the Best SalespeopleWhen it’s time to hire sales associates, where…

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October 3, 2017
Sales Management

Your Salespeople Hate Using Your CRM – How to Change Their Minds

CRMs started off on the wrong foot. When they first came out, they were isolated to a desktop and not user friendly. Back then, laptops, WiFi, and smartphones weren’t around to allow mobile access to data. So the outside salesperson was forced to go back to the office to enter information. And the CRM became a ball and chain. Salespeople who’ve been in the business a while have witnessed the evolution of the CRM firsthand. Some now appreciate it, but…

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February 28, 2017
Management Tips

When Is the Right Time to Hire Your Next Salesperson?

You’ve hired your first salesperson, and business is going well. But you know the only way to grow your revenue is to find more prospects. And the best way to do that is hiring a salesperson. So is it time for you to make your next hire? Consider the Demand for A New Salesperson First, consider your supply and demand. If you have enough supply, then you need more demand. Maybe the demand just needs to be notified that you have…

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January 24, 2017
Management Tips

Top 4 Ways to Evaluate a Salesperson’s Performance

Evaluating a salesperson’s performance is one of the basic responsibilities of a sales manager. It’s also essential to company success. But how can you do it when sales cycles vary so greatly? If it takes months to close a sale, do you have to wait until those numbers post to see how your sales team is doing? In short, no. A salesperson’s performance is about more than sales. By tracking these vital signs of sales health, you can measure the…

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March 1, 2016
Management Tips

4 Lessons I Learned About Entrepreneurship From High School Band

I never realized being a band geek was leading me to entrepreneurship. I grew up in Germany on an army base. With my dad as my music teacher, I started playing alto saxophone in seventh grade and continued through high school. The endless hours of practice and the cut-throat competitions did more than just make me a better sax player. They taught me a lot of sales strategies and made me an entrepreneur. Four principles took root in me back…

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January 26, 2016
Management Tips

Sales Managers: How To Get Over Micromanaging Your Salespeople

You’ve been in the business a while so you understand what it takes to be successful. To hit the sales numbers, people need to increase their volume. A certain number of calls, appointments, and proposals logistically equal an on-target month. Because you have CallProof, you see how many of these actually happen each day with each sales person. If someone has a bad day, you can jump right in there and tell them to get their act together and their…

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January 19, 2016
Management Tips

3 Ways to Incentivize Your Sales Team This Year

You made it through the holidays! Your family voyaged home, you recycled the wrapping, and you sipped that last glass of eggnog. Now it's time for the new year. What New Year’s resolutions will you make? How will things be different next year and what bears repeating? The start of a new year breeds self-reflection. As a sales manager, that most likely leads you to re-evaluate how to incentivize your sales team. 1. Money The most common incentive is money.…

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January 5, 2016