Motivating and managing key employees can prove to be one of the most difficult tasks required of business owners and managers, and the ultimate success of a company can rely on the ability to understand the most common mistake that sales staff make. It is important to realize that most people consider a job in sales to be very tough and a competent manager or business owner must be prepared to handle the perceptions of their staff. The most common mistake that sales staff make is generating too much of their time to non-revenue generating activities. While the sales force may believe that they are working incredibly hard, the fact of the matter is that most of the “hard work” does not actually accomplish any progress towards quotas or goals. Read the rest of this entry »
Suggestions For Overcoming Sales Comfort Zones
Ah, comfort zones. The bane of the B2B salesperson. I believe that the loss of productivity and sales effectiveness caused by the limitations of comfort zones is so widespread that it could be the number one problem for salespeople.
What’s a comfort zone? Since we are talking about salespeople here, it’s some aspect of the salesperson’s job with which he/she is Read the rest of this entry »
Sales Ethics 101: sales tips on selling ethically
There is a company here locally who is well known for their questionable business practices. They sell a service based product to a very targeted niche market and have been known for giving no value with their service as well as ignoring the many customers who have problems. The operation runs very similar to the movie “Boiler Room” and once you subscribe to this service they make it extremely difficult to leave. Read the rest of this entry »
