Mgmnt Skills

by Dave Anderson The quest to find “good people” has become a proverb. We complain there’s a shortage of “good people” and that the people we have just aren’t cutting it. But more often than we want to admit, the good people we seek are right under our nose. Here are a few questions to

by Dirk Zeller Success is an elusive concept to many people. It has as many different definitions as there are people on earth. To truly achieve success you have to create your own vision of exactly what it is you want and desire. Too often you buy into someone else’s success plan. You look at

by Rick Phillips For decades, the sales meeting has been used as the critical link between the company and the sales team. The sales meeting traditionally has been used to update sales staff on product knowledge, selling skills, sales goals, marketing direction, administrative and service needs, etc. It should also be used as an opportunity

by Rick Phillips “Let’s see how this works,” said the consultant. “In the last five years, your marketplace has been in complete gyration, undergoing an unprecedented transformation. Your customers have dramatically changed, the way they buy has completely changed, and half the people you are calling on are new. They are asking for more and

by Pam Lontos How To Re-motivate a Burned-Out Employee: Something awful can happen if you are out of touch with your fired-up, productive employees. They may burn out. Your low-performance employees don’t put enough stress on themselves to burn out. In order to burn out, a person needs to have been on fire at one

by Pam Lontos What went wrong? Robert was the top salesperson. It only made sense that he would be the best choice for sales manager. However, when he assumed his management duties, morale and sales took a dive. Robert could sell. Selling is an egocentric job. He loved the praise he received and being number

by Pam Lontos As a top salesperson, why does Mary have at least four times more customers than any other salesperson? As a woman executive, how do you find top-billers like Mary, who will make you and your company a lot of money? Follow these techniques: Run an ad in the newspaper that scares away

by Pam Lontos One of the most important aspects of becoming a top-producing sales manager is getting your priorities straight. Evaluate your company’s present situation; is sales working up to its potential? If not, you may need to re-organize. Knowing how to establishing a good working relationship with your sales force and clients may mean

by Bruce R. Wares Every sales manager’s dream: The Perfect Salesperson. High personal sales production. Eager to fill out call reports and expense reports. Excited about company sales quotas. Tactful, polite, and well- behaved at office parties. Seldom drinks; never embarrasses anyone. Never cheats on spouse. Rarely questions sales manager. Always the most cooperative person