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Sales Managment

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July 23, 2011

David Baker answered this question

How often do you ask your customers how you as a sales organization can improve?

When I teach a one-day seminar on "Managing Client Relationships," here's what I ask my clients to do:
1) Once per month, the client relationship person needs to note in a journal some event or statement that indicates that the relationship is on solid ground. That ... more

Customer Feedback

Sales Effectiveness

Sales Managment

Dec. 21, 2010

Geoff Vincent and 1 other person answered this question

What are some of the most important considerations to make when changing compensation plans?

Hi Alison,
You ask: When changing compensation plans for your sales team, what considerations should management take note of. A few thoughts:
- connect the new plan to overall revenue and other objectives ...this means have the ability to clearly communicate the changes to the sales ... more

General Management

Human Resources

Oct. 26, 2010

Brian Phelps answered this question

How do you motivate your salespeople?

I think you've answered a key element that isn't always done. Motivating on a personal level is a great technique. Easy motivation can be bonuses or contests, but motivation based on personality is unique.
Do you find this an effective method? more

Motivate Salespeople

Sales Managment

Oct. 7, 2010

Michael Rosenberg answered this question

Are my managers setting a bad example for my sales team?

I would spend just as much time in management training, setting standards and consistent business practices. If there is resistance to such training, you can call it a brainstorming or roundtable discussion. Point being, get your managers on the same page and have them verbalize ... more

Sales Execution

Sales Managment

Oct. 2, 2010

Diane Helbig and 3 other people answered this question

What are some key traits in a good sales manager?

A good sales manager is someone who respects their sales people and is capable of setting realistic expectations and consequences. A good sales manager is someone who understands he/she is there to provide resources and tools to the sales people so they can succeed. A ... more

Sales Managment

Sept. 21, 2010

Brad Moore and 1 other person answered this question

Are you making your sales goal?

Barbra makes some great points. I'd like to add to her post:
Part of the problem I've seen is with marketing and sales working in silos. The woeful communication between these 2 groups is more rampant than I'd ever thought possible - and certainly troublesome. The ... more

Sales Managment

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