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Tom Black

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WEB: Tom Black Center

April 8, 2011

Tom Black and 6 other people answered this question

What are the three biggest mistakes "newly minted" sales managers make.

First, most sales managers assume everyone is as motivated as they are. They aren't. New managers should assess everyone on their team's motivation with agreed upon goals.
Second, new managers have a habit of thinking their direct reports work for them. They don't. They work ... more

Sales Management

April 4, 2011

Tom Black and 27 other people answered this question

What's the best thing to do with a top-producing salesperson who refuses to follow process?

This is a great question. You have some choices. One: Make his process everyone's process. If it works, don't fix it. Two: Isolate him. Reward him financially but don't let him influence the other sales people. Discuss his lack of compliance. Agree to live with ... more

Sales Management

Talent Management

March 25, 2011

Tom Black and 6 other people answered this question

Is ROI selling dead? Why would you argue yes/no?

As buyers we make emotional decisions that are justified by logic. We have to have both. It's America's buying ritual.
ROI selling will always support this decision asking process. ROI selling allows us to give logical reasons to move forward. The better the case for a ... more

Anthony Iannarino

March 17, 2011

Tom Black and 9 other people answered this question

What would you do if you had only five minutes to sell to someone?

Only 5 minutes to sell: Ask a drug rep. They do it every day. Establish rapport quickly, assume the need for the product, use lots of names of other customers. Most importantly: memorize your 5-minute sales presentation. Practice your "2-minute drill" just like they do ... more

March 16, 2011

Tom Black and 11 other people answered this question

Three things to tell your staff if you knew tomorrow was your last day at work

If it were my last day at work I'd tell my staff:
To thine own self be true.
Commit yourself to selfless service to our customers.
Happiness is a way of traveling. We're all about as happy as we make up our minds to be. Happiness is not ... more

General Management

Human Resources

March 11, 2011

Tom Black and 13 other people answered this question

Sales Compensation Best Practices: What are your 3 tips for developing a sales compensation plan?

Sales compensation is a widely discussed topic. Here are my three tips:
First, make sure your sales people have a draw or a salary that allows them to pay their bills. They need a base of support so they don't have to worry about their living ... more

Compensation Policy

Sales Compensation

March 2, 2011

Tom Black and 4 other people answered this question

Can a "more experienced" inside salesperson LOSE their Drive?

I work with several companies that use inside sales people. The obvious answer to the question is "yes". The better question is "why and how do you fix it?".
Sometimes management takes their experienced sales people for granted and sometimes the experienced salesperson takes himself ... more

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