by csm.admin | Dec 17, 2012 | Professional Sales Training, Sales Motivation
My favorite story about referrals has to do with a very successful salesperson I know named Bill. Every year he vacations in some exotic locale like Fiji or the Cayman Islands or Hawaii. Often these vacations come as result of company bonuses for his performance or...
by csm.admin | Dec 10, 2012 | Sales Management
True re-engineering is the radical redesign of business processes to achieve major gains in cost, service or time. The key question is: “If we could start from scratch, how would we do this?” And the result: “Then do it that way, and throw away...
by csm.admin | Dec 3, 2012 | Popular Articles, Sales Management
Your organization’s compensation plan can be used to attract and retain sales representatives, so it’s important to analyze it for effectiveness and change it if it proves ineffective. These last two points are critical, particularly if your market changes...
by csm.admin | Nov 21, 2010 | Sales Trax
Every prospect has an information threshold. If you pile on the information or give more brochures than he or she can handle, the prospect will end up not reading anything. There is no sure way to determine just how much is too much. But here’s a trick used by...
by csm.admin | Nov 14, 2010 | Sales Trax
One out of every six customers in America is a problem customer. The most common problem customer by far, is the customer who grinds you on price. People who sell services have more problem customers than people who sell physical products. People who sell physical...
