It is interesting how companies and governments often fall into the trap of the law of unintended consequences. The basic idea of the law is that we try and set rules to create one set of outcomes but people (and sales people are really good at this) think of ingenious ways to use the rule [...]
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Performance Through People
- Category Archives: Sales Management
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Qualification Acronyms – Instant Sales Guides
June 14, 2010 – 11:36 amAcronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification. To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one [...]
Also posted in Closing, Sales Guides, Sales Process Tagged gathering information, priorities, qualification, questions, sales competencies, sales managers, sales person Comments (0)
The Art of Sales Management
June 9, 2010 – 1:23 pmFollowing on from the post “The Art of Sales”, I thought it might be useful to list some questions that can be used by sales people under the 5W’s and 1H headings. These are also the types of question I would use as a sales manager to see if my sales person really had a [...]
Also posted in Sales Process Tagged business issues, qualification, questions, sales managers, sales person Comments (0)
Sales Energizer – SMARTER Questions
June 6, 2010 – 5:09 pmAs I wrote the last two posts on SMARTER questions, I thought of an exercise I do in workshops that would make a great energizer for a sales meeting. Basically, the sales manager starts the session with a 10 minute discussion on the value of SMARTER questions using the information in the posts and on [...]
Also posted in Coaching, Training Tagged question checklist, questions, team energizers Comments (0)
The Role Of The Sales Manager
April 26, 2010 – 10:59 amHave you noticed over the last few years how the role of the sales manager has changed? In the good old days, the sales manager’s mantra would be “how can I help you win the business”, “what resources do you need to win the business”; “can I speak to your contact’s boss to develop the [...]
Tagged change, Coaching, culture Comments (0)
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