sales team management tagged articles (0-20 of 1014) ( 0.009 seconds )
The Sales Training Series: How To Sell Solutions By: Duane Sparks Salespeople are commonly told to sell solutions and value rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities. Tags: sales training, sales training program, salespeople, sales presentations, sell solutions,
Why Sales Training Fails By: Nigel Thompson Summary:
Sales organisations of all types spend a huge amount on training their sales people each year. Research shows, however, that most training has little impact in the long term. Here we look at what needs to be done to make sure training works - and the new generation of training approaches.
101 Powerful Ways To Inspire, Motivate And Energize Your Team By: Kurt Mortensen Anytime you’re in a leadership position, you are faced with the question of how best to motivate those who work under you. There are countless philosophies and ideas out there, all claiming to be exactly what you need.
The Foundation of Teambuilding
The truth is, there is no one perfect answer. Moreover, what works at one time will not always work at another. There are team dynamics that you must always be in tune with. For example, suppose you offer a trip to Hawaii fo... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Effective Rewards And Incentives By: Kurt Mortensen The first place to start when developing an incentive program is to identify exactly what you want to accomplish. You can’t just spend money and then hope you see results. You’ve got to have a game plan.
You’ve probably gotten a pretty solid feel for the personality types that formulate your team. You’ve probably also uncovered what your team’s strengths and weaknesses are. Based on where your team is at, you can start designing rewards and incentives to produce exactly wh... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Top 10 Attributes Of Successful Sales Managers By: Kurt Mortensen Characteristics and attributes you can seek to cultivate as a sales manager. In my mind, there are two broad influential categories: trust and presence. Under each category are five specific characteristics that every effective sales manager must possess. I call them the Five Cs of Trust and the Five Points of Presence.
The Five Cs of Trust
1. Character
2. Competence
3. Confidence
4. Credibility
5. Congruence
Hierarchy Of Persuasion By: Kurt Mortensen Obviously, the attributes at the top of the diagram are more desirable, but you cannot hope for instantaneous respect and rapport on this level if it is not something you’ve taken the time to cultivate all along.
Let’s imagine you are the sales manager for a large company. You are in line for a vice president position, and you feel things are running well. The CEO invites you in for a meeting about the company’s goals and future. You feel excited because you smell a promot... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Perfecting The Art Of Closing By: Kurt Mortensen Everyone sells for a living. Whether you’re a sales rep, a parent, a leader, a manager or a coach, on a daily basis we all find ourselves in situations where we must sell others on our way of thinking. The more closing skills you have under your belt, the better equipped you will be to land a sale.
Major Obstacles To Selling By: Kurt Mortensen One of the largest obstacles to selling is that the sales person is not living congruently with their cognitions. I have noticed many attributes that contribute to a successful sales person. I will outline good attributes to have and common areas that will cause you to lose the deal.
At the conclusion of an incentive program, it is important to assess how successful it was. Did you get the results you wanted? One of the best ways to judge the program’s effectiveness, besides considering your own observations, is to get feedback from the reps and administrators involved. You want to be sure that your directions were communicated clearly and at the right intervals, that the rewards wer... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
The Obstacles That Keep You From Closing The Sale By: Kurt Mortensen The very first obstacle that many persuaders experience is prejudging a prospect. They set up an appointment, hang up the phone and then immediately say, “Oh, great. This lady’s looking for a product we don’t even have. She’ll never buy.” It could be for any number of reasons, but basically the salesperson decides, based on one scrap of information, that the lead isn’t going to go anywhere before s/he has even met or spoken with the prospect. This is a common but huge selling... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Psychology Of The Sales Professional By: Kurt Mortensen One’s attitude has a lot more to do with the level of her/his success than one’s aptitude, ability, IQ, education or other factors do. I’d like to get into the details of a salesperson’s psychology so that, when it comes to building your team and individual team members, you are equipped with the knowledge of what’s really going on in there. As a holder of a management or other sort of leadership position, you may have already experienced being a salesperson yourself. However... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Sales Team Psychology By: Kurt Mortensen Goal setting is powerful way of keeping sales psychology on the up-and-up. We all know that goals dictate future performance by giving team members a sense of purpose and direction. I can think of nothing less motivating than not knowing why I’ve been asked to do something. Instill in your team members what the end objective is and explain to them the necessary steps to get there. It is much easier to put forth the effort when we can answer who, what, where, when, why and how... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Motivation Equation And Orientation By: Kurt Mortensen When we break motivation down to its most fundamental level, it’s either inspiration-oriented or desperation-oriented. Whatever action we take, we are moving either toward something we favor or away from something we disfavor.
The majority of the world uses desperation as a motivator. Desperation is like a cattle prod forcing you to move forward and take action. You can motivate anyone on your team with desperation. The problem is that motivation spurred by desperation doe... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
The Mystery Element In Sales By: Kurt Mortensen The element of mystery can be effectively employed to involve your audience. We are all naturally curious about the unknown. When we feel we've been left hanging, it drives us crazy! We want to know the end of the story. We want our tasks to be completed so we can check them off our list. This is also known as the "Zeigarnik Effect," named after Bluma Zeigarnik, a Russian psychologist. This effect is the tendency we have to remember uncompleted thoughts, ideas, or tasks more ... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Creating More Sales Through Active Participation By: Kurt Mortensen People have an innate desire to feel wanted and needed. When you fulfill this need, you open the door to persuasion, a fact that has been proved beyond a doubt by records kept on industrial workers. Workers who have no voice whatsoever in management, who cannot make suggestions, or who are not allowed to express their ideas simply do not do as much work as workers who are encouraged to contribute. The same is true in families. Dr. Ruth Barbee said, "It is surprising how willi... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Drive To Success By: Kurt Mortensen Consistent and rapid changes are impacting the economy, and the small businesses that create approximately two-thirds of the nation’s new jobs. These changes are all around us and envelope all areas of business. The most obvious changes range from: telecommunications, manufacturing, distribution and natural resource management to evolving consumer needs and demands. Thus we see a tremendous growth in worldwide competition and making the road to success much more complex and... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Performance Management & Incentives in the Era of Sarbanes-Oxley By: RL Fielding While the Sarbanes-Oxley Act does not address incentive plans directly and
does not legally apply to private companies, there is an impact as companies in general seek to improve their ethical, recordkeeping and accounting practices to increase the transparency of all expenditures throughout their organizations. Tags: sales team motivation programs
Copyright 2005-2008 MJE Sales, LLC. All Rights Reserved.
Proud member of the Search Network! ArticleSnatch.com is free for both publishers and authors to use and is supported entirely from advertising revenue.
Use of our service is protected by our Privacy Policy and Terms of Service.
Search Network!