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

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 / 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
Management Tips / Sales Tips

The Pocket Follow-Up Formula: Improve Follow-Up Success

What if I told you there’s a secret to sales lead success that’s as easy as 1-2-3? Would you believe me if I said the secret lies in… business cards? You may not see the connection right away, but you will. Business Cards: They’re Not Just Paper and Ink If I gave you a peek into my pocket, you‘d find three things: credit cards, some cash, and business cards. When someone hands me a business card, that tiny card represents…

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October 28, 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

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
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