by csm.admin | Jan 14, 2013 | Professional Sales Training, Sales Management
Without a well-considered strategy that takes into account the day-to-day details of territory management, sales are going to be tougher and tougher to land. Here are seven tips for becoming more effective in your territory management efforts. 1. Divide your territory...
by csm.admin | Dec 24, 2012 | Professional Sales Training, Sales Management
Professional selling is a career to which many are drawn and few are successful. In fact, professional selling could be the most difficult profession in the world. Given that reality, let’s examine what I call the “20 Dumbest Things Salespeople Can Do To...
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 | Feb 17, 2010 | Sales Management
Have you ever wondered how people with apparently little talent get promoted to a point where their “real” job seems to be to screw things up for everyone beneath them on the organization chart? In my years in sales and general management I’ve observed this phenomenon...
by csm.admin | Nov 17, 2009 | Sales Management
A great sales manager can light new fires under the worst procrastinator and turn almost anyone into a top producer. ABC Co. was a growing company. The regional distributorship had seven sales reps, each with his own duties, responsibilities and direction. Management...
