Sales management tips Archives

What Parenting Taught Me About Sales Management

A few days ago, I was standing in my kitchen, preparing my coffee. My five-year-old son came up to me, tugging at my shirt-tail. “Daddy, Daddy look at this, I drew it!” Perhaps one day, my five-year-old or his two-year-old brother will become great artists. But right now, the drawings won’t probably be considered for the National Gallery. “Awww… wow, Champ! That’s amazing! Did you do this?” He nodded, trying to hide how pleased with himself he really was.Now, I’m…

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January 14, 2022

Sales Management

How to Minimize Turnover on Your Sales Staff

Turnover in sales is high — to say the least. With an annual sales turnover rate of 27%, it’s actually double the rate of the overall labor force. Not only are the rates unfortunate, but they’re also costly. The time and money you spend on sales training are lost. Your investment doesn’t bring the return you needed. It’s back to square one every time a salesperson leaves. Why do salespeople leave so frequently? Mainly because they don’t hit their goals. Instead of individually…

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May 22, 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

Sales Management

The 3 Critical Roles of a Perfectly Structured Sales Team

In a perfect world, sales departments hire three different types of people — then they let them play to their strengths. There are different types of sales jobs for different types of people. As a manager, you need to use that to your advantage. There are hunters, farmers, and account managers. And typically, a person good at making phone calls isn’t good at closing… and vice versa. Usually, these three different roles require three different personality types. If you want…

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February 6, 2018

Sales Tips

Sales Funnel Management: Close More Deals by Eliminating the Noise

If you’re looking to move your prospects from possibility to purchase, it’s time to reexamine your sales funnel management. At the top of this metaphorical funnel are any people who could potentially buy. Then, as they move closer to being a client, they move down the funnel. But how does this funnel really help the sales process? It works toward two advantages. 1. Planning Your Sales Steps Figuring out where people are in this process helps you manage your sales…

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November 21, 2017

Sales Management

A Complete Guide to Sales CRM Implementation

You have a problem. And you need help. No, not as a person — with your CRM. Here’s what you don’t want to do — try to set up your own CRM. It’s the first time you’re working with the system and it’s the only time you’ll ever need to do it. Instead, use a company that offers a CRM implementation plan. You want an expert in the CRM implementation process to do it for you and then provide the…

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October 31, 2017

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 / Sales Tracking

4 Mobile CRM Advantages Your Sales Team Will Love

Mobile phone use is no longer new or progressive. It’s expected. 99% of people old enough to work, own a cellphone. And 90% of those devices are smartphones. There are even more mobile devices in the world than people. So why not add an app to the device everyone has in their pocket? If you’re not using a mobile CRM for your sales team, it’s time to start. Keeps Your Sales Info in One Place A mobile CRM keeps all…

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August 15, 2017

Sales Management

How Much Should You Really Compensate Your Salespeople?

We all need motivation to do our best work – and money is a great source of motivation. But the structure of salesperson commissions can only matter as much as the actual amount. We aim for salespeople compensations to reward for big sales, give opportunity for growth, and keep people motivated to sell even more. Here’s how we do it. Foster the Mini-Business Mindset Good salespeople have spirit. When they use that spirit to operate their sales like their own…

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July 25, 2017

Sales Management

4 Ways to Increase Adoption of Your Sales CRM

The biggest problem with your CRM is that salespeople aren’t using it. And without salespeople on board, a CRM isn’t much help. If you’re ready to get the most from your CRM, here’s how to get your team on board. 1. Input Data in the System Without data, a CRM is useless. So, at CallProof, we launch our CRM with data already entered. We start by interviewing the management. We ask, “If I started working with you today, how many…

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March 21, 2017