Articles

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

by Bruce Wares Recently, there was a young man who graduated from college and decided to seek employment. He hoped to find a job somewhere away from his home town. He walked into the local bus station, approached the ticket counter and asked the clerk for a bus ticket. What do you suppose the ticket

by Pam Lontos Highly successful men and women have one thing in common – They have specific predetermined goals that they work toward. If you want to win big in life, your first step on the highway to success begins with you, a piece of paper and a pen. When we get into our cars

by Pam Lontos Charles had been eager to start with a new company as a salesperson. He had sold before, so sales wasn’t new to him. The new company gave him no training, but he was ready to get out there and close sales. His first month was pretty good. He just made his draw.

by Patricia Fripp, CSP, CPAE With so many fascinating opportunities before you each day, how do you decide which are for you? Start by asking yourself these nine questions to help you judge whether an action is appropriate for you. 1. DOES THIS EARN A LIVING FOR ME? In a material world, we all have