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
Management Tips

Sales Call Tracking Software – The Instant Replay of Sales

It would be very difficult for an NFL coach to improve his team’s performance without taping the game and using instant replay. The same is true for sales managers. It’s impossible to track high-quality, high-yield sales activities without the right applications.Here are 5 ways sales call tracking software can help managers and sales teams increase sales.1. Improve Call QualityI’ve seen many salespeople with a high volume of activity and a decent amount of sales, who also lack quality in their cold calling.…

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May 26, 2015
Management Tips

The First 5 Seconds: The Secret to Providing Better Customer Service

Because live customer service doesn’t go viral the way social media interaction can, companies often overlook the importance of call response. But the first five seconds can make or break a customer’s impressions of your company.If I call ten different 800 numbers and reach ten different customer representatives, I’ll have ten different customer experiences. And each of my impressions will be created in the first few seconds of the call.How good is your team at customer service? Here are my…

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April 28, 2015
Management Tips / Sales Tips

What Sales & Marketing Teams Can Learn From The Air Force

For as long as businesses have been marketing and selling, the sales and marketing departments have been at odds. The struggle for power and recognition is ongoing and completely counterproductive, and sometimes an outright battle. But it doesn’t have to be that way. Ideally, marketing and sales teams would support each other’s role in making the company successful. They would share responsibilities and work together to increase traffic, generate leads, and convert sales. Let’s imagine for a minute that the…

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February 10, 2015
Management Tips

Hiring Tips For The Salesperson Interview Process

Finding good salespeople is a difficult task. Finding good salespeople without a specific goal in mind is almost impossible.Before you can hire the right salesperson, you have to know what you’re looking for. Don’t waste time hiring the wrong person because of a lack of direction. You need a target. Then, when you do hire someone, you can confidently spend resources on training and ensure a return on investment.Which kind of salesperson do you need?You know you need a target,…

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February 3, 2015
Management Tips / Sales Tips

The 4 Biggest Mistakes A Sales Manager Can Make

There are mistakes a sales manager can make, and then there are the biggest mistakes a sales manager can make. Check out these four costly, and sometimes irreparable, mistakes and then do your best to avoid them. Mistake #1: The Cell Phone If you think having a salesperson use their own cell phone to cut costs is a savvy move, think again. Here’s what really happens: Rather than giving your salesperson a cell phone, you have him use his own. The…

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November 4, 2014
Management Tips / Sales Tips

How To Get Your Salespeople to Share Their Best Sales Secrets

In every business, there’s usually that one sales superstar who just blows everyone away with their success. You might wish you could share their strategies with the whole team, right?Well, good news—you can!It's all about creating an environment where sharing is encouraged. Here's a simple guide to maximize your best salesperson:Step 1: Foster SharingStart by setting up regular "mastermind" sessions where team members can share their tips and tricks. Here's how to get them to spill their secrets:Step 2: Sharing…

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September 9, 2014
Management Tips

Sales Managers: How to Gain Your Team’s Respect

You know what I wish I'd known when I first became a sales manager? That earning respect from your sales team takes time, especially when you're promoted from within the group.Ever felt this way? You're all excited about being a sales manager, expecting everyone to cheer you on. But reality hits: the team still sees you as a colleague, not the boss. They’re not ready to hand over respect just like that.If you try to demand respect rather than earn it,…

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September 2, 2014
Management Tips

How Much Freedom Should You Give Your Sales Team?

Imagine training for the Olympics like those gymnasts who start practicing at a young age. Just like them, learning how to balance sales freedom is like mastering that tricky balancing beam.Give your sales team too much freedom, and you might lose out on sales. Take away too much, and they might rebel. It's a tough line to walk!As a sales manager, you don't have the luxury of spending ages learning how to find that balance. Today, let's talk about how…

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August 26, 2014