Your sales people are the face of your business, which means you want to keep them happy, motivated and engaged. Sales people who perform exceptionally well are difficult to find, so when you have them, you want to keep them. However, even the happiest team members can become unmotivated at times. Salespeople oftentimes feel they are constantly under fire from having goals and quotas to meet, being the primary point of contact for potential and existing customers, and oftenti

A good sales manager will have certain qualities and skills that sometimes differ greatly from those of a sales rep. And because of this a great sales rep will not automatically make a good sales manager. The qualities of the two vary in many ways. Although sales is primarily based on communication skills, something that both a sales rep and sales manager should have, not everyone has the management skills required to guide a team to success. A sales manager may not have a kn

The buying process has seen a drastic change in recent years. The rise in technology has brought buying opportunities to our fingertips through the smartphones in our pockets – all we need is an internet connection. Of course, the fundamentals of the buying process have, essentially, stayed the same: your customers still have to recognize that they have a specific need, they still need to collect information and do their research, and they still need to determine if your comp

Often times when the term sales person is heard, people conjure up this vision of an individual with an extroverted personality; but being successful in sales requires much more than an outgoing personality. Sales require excellent communications, including the ability to convey details about specific products and services and also listening to the needs of prospects as well as having the know-how required to close sales repeatedly. So while the extroverted individual may inn

Productivity = f {Efficiency x Effectiveness} The terms sales efficiency and sales effectiveness are buzzwords you're bound to hear in today's workforce. The key difference is that sales effectiveness is all about what you work on to drive revenue while sales efficiency is focused on doing those things quickly, without wasting time. Figuring out how to be effective in your sales strategy is tricky, but once you figure out what you need to be doing, becoming efficient at it