Your Sales Management Guru

The 4 Levels of Sales Intelligence

Your Sales Management Guru

Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales performer while another is just average, even though the intellectual ability and knowledge of the two people are equal. The Four Levels of Sales Intelligence.

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Five Tools Every Sales Manager Should Use

Your Sales Management Guru

This plan includes their personal goals, training needs, activity plans, personal marketing and networking concepts. Five Tools Every Sales Manager Should Use.

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Trending Sources

No Challenge, No Change

Your Sales Management Guru

There are many arguments whether leaders are born or made, I am not addressing that issue in this blog, but knowing what leadership is and what it is responsible for will help the person in a management position to improve their level of professionalism. No Challenge, No Change.

Put a Little Personality into Selling

Your Sales Management Guru

Put a Little Personality into Selling. The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it.

The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. Do what’s necessary to make sure an important buyer regards a particular sale as a personal win.

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

2) Download and review a direct mail letter/postcards/email tools provided by your vendors or develop your own and create two pieces for two campaigns that will be used; these can be personalized with your logo, etc. Now is the Time to Build Your Pipeline for 2017.

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More Sales Less Time

Your Sales Management Guru

In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity. Her findings and action plans are a fresh approach to managing a salesperson’s business and personal life by creating a more productive time management plan. A personal plan that will: Recover Lost Time. More Sales/Less Time. -A A book review-.

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Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

These business plans include not only forecasts but personal commitments to activity levels and professional growth. Ten 2017 Sales Kick-off Meeting Ideas. .

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Any person and organization has a myriad of priorities. Whenever possible, these documents should be personalized. Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle.

3 Secrets to Success from John Wooden

Your Sales Management Guru

HINT: for every one person you hire, you need to interview five. Top performing sales managers have the ability to communicate with positive vision, personal awareness and openness. Three Secrets to Success from John Wooden. .

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Then make sure they know what you do and what problems you solve using a personal letter. Should Salespeople Prospect Anymore?

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

You can’t reach your sales goals without a complete staff, so when someone leaves it’s terribly tempting to hire the first person available to fill the job.Yet, a helter-skelter, frantic approach leads to hiring the wrong person.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Yes, remember forecasts are like the weather person on TV-they have just so so odds of being accurate. Why can’t I get an accurate forecast? Just week I heard that comment from a new client and he was the President of the company. Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution?

Sales Management: The need for creativity

Your Sales Management Guru

In the post meeting evaluations several reactions to the programs came out: 1) The importance of understanding the various personality styles, 2) The need to be “greedy with your time/Time Management and 3) the fact that an individual’s creativity can be learned or enhanced.

If you had it to do over again?

Your Sales Management Guru

Only through immediate review and correction can a professional continue to improve their skills and learn how to increase their personal effectiveness. This balance between personal and professional levels of performance is the long term critical success factor.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Because thorough development and analysis of the ideal sales representative profile heightens your chances of recruiting the right person. Here’s how you start: Make your own list of essential sales person characteristics. 2) Perform personality testing on your top sales reps.

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Sales Management: What is your goal–today?

Your Sales Management Guru

The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions. Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business.

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11 Actions Sales Management Must Take Now!

Your Sales Management Guru

It is far better to hire the best person for the job, and not the best available person. 11 Actions Sales Management Must Take Now!

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs. 7 Benefits of a Prescriptive Sales Process.

7 Steps to Success for Sales Managers

Your Sales Management Guru

This emotional connection can only come first when the sales manager is under personal control. In the book Max provides the foundation for any sales manager to create the “systems” necessary to hire the right person. 7 Steps to Success for Sales Managers. -A A book review-.

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Build Predictable Revenue

Your Sales Management Guru

In addition, such a tool helps a salesperson and sales manager, who are looking at planned activities far enough ahead, to ensure that consistent activities are in place to build pipeline values that will provide enough prospect opportunity to exceed individual quotas or personal goals.

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Sales Leadership: Why Winners Win!

Your Sales Management Guru

Last week after speaking at a conference a person mentioned to me she really enjoyed the topic; Why Winners Win. Sales Leadership Thoughts: Why Winners Win!

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Creating Intensity

Your Sales Management Guru

Last week my keynote at a sales conference was titled: Building a Culture of High Performance, during the program I discussed this side of leadership and the need for both personal and professional actions one can take to raise the bar of excellence. Creating Intensity.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs. 7 Benefits of a Prescriptive Sales Process.

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

How complete is your salesperson Personal Business Plan implemented and is it reviewed each month? Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization.

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Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

Create a spreadsheet listing all of the “ Circles of Influence” within your market and assign someone to connect with each person on a regular basis. Increasing Your Reach and Your Income.

EDGY Conversations

Your Sales Management Guru

Dan starts with a glimpse of his personal life and throughout the book he brings additional life stories of real people and how they overcame a variety of challenges to succeed in life. If you need a personal lift or want to motivate your sales teams, buy this book. EDGY Conversations.

It’s Time to Recruit-not necessarily to hire,, Lesson from the Super Bowl

Your Sales Management Guru

Also in our book, “ Recruiting and Hiring a High Performance Sales Team” , I suggest that for every one salesperson you hire, you need to interview five and that a minimum of three people interview each person. It’s time to Recruit-not necessarily to hire. A Super Bowl Lesson. After 8 days and 6 different cities I hope to make sure this message is clear-it’s been a busy week!

Pick up the DAMN PHONE!

Your Sales Management Guru

As a person who has been in the sales world for 25+ years I appreciated her message and the style of her work. Joanne continues… having a personal connection to prospects, understanding what our buyers want from us and delivering results are still the keys to success.

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

We can arrange for training for individual programs or entire sales management teams with personalized programs. HINT: check out the personal Mentoring option if you want direct coaching on your sales management challenges or you have questions on the training.

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Are You the Maestro of Your Sales Team?

Your Sales Management Guru

A good leader has insights into the personal and professional lives of each person on their team, they learn what motivates them and what doesn’t, this meeting allows for open communication and a building of trust. Are You the Maestro of Your Sales Team? This was a musical weekend.

Why 2017 Can Be Your Best Year Ever!

Your Sales Management Guru

Simply this means by taking positives actions a person can more fully enjoy both their Personal Lives as well as their Professional Lives. This balance of professional/personal life brings a better sense of success that leads to a better life, I call this Gourmet Living.

Smart Salespeople: Power Network Map

Your Sales Management Guru

The person was in IT at a local law firm and he opened up to what was happening at his firm, who were players and the challenges/frustrations they were facing. 3) Develop a map of all associations/boards/activities/interests the person is involved with, (see diagram).

If It Isn’t Fun, It isn’t Selling!!!

Your Sales Management Guru

Focusing on a positive, fun and interactive approach will lead to a connection with that person(s). Several idea’s to improve the power of connecting: Identify the Personality Style of the person you are speaking with, based upon their style, work with them on their communication mode.

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Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

The task of the leader draws on a wide range of personal skills. Old Ways of Doing Business No Longer Work. I am honored to have this week’s blog prepared by Jonathan Farrington, he is a globally recognized business coach, mentor, author and sales thought leader.

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Enhancing Your Executive Edge

Your Sales Management Guru

Personal branding. Their check lists and 10 tips are critical in enhancing your ability to manage people, this chapter alone can assist any person in becoming a more effective leader. Enhancing Your EXECUTIVE EDGE. How to Develop the Skills to Lead and Succeed.

The Opposite Side of the Interview Table

Your Sales Management Guru

What happened to the last person? How long has that person been with the company? Will that person help me develop my skills and career? The Opposite Side of the Job Interview Table. Tips to Consider when considering a new Job/Employer.

Life Enrichment: Personal Performance

Your Sales Management Guru

Life Enrichment: Personal Performance. Since I have been on the topic of Life Enrichment lately, one more topic came into perspective; personal performance. Specifically creating a more enriched life with high levels of personal performance.

Do you Dominate the Conversation?

Your Sales Management Guru

Dominating the Conversation : I have no doubt both sales trainers I spoke to, when they’re training people, preach the direct opposite of what they were personally practicing; otherwise they wouldn’t be successful. personally, as well as professionally?