Links

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  When Acquiring A Company, How Do You Handle Sales Compensation Differences?

  The Sales Management Challenge is a program where difficult, real-world sales management scenarios are presented and sales managers, executives and thought leaders share how they would tackle them. Our charge is to help sales managers make informed decisions in their roles through their participation in this skill development program. Get involved in the discussions... Come back to this site when you need sales management solutions
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  How Do You Skillfully Evaluate Sales Candidates?

  The Sales Management Challenge is a program where difficult, real-world sales management scenarios are presented and sales managers, executives and thought leaders share how they would tackle them. Our charge is to help sales managers make informed decisions in their roles through their participation in this skill development program.
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  New SOLD Sales Executives Issue - Hiring Sales Stars

  So, you want to hire sales stars. Many candidates may shine, but are they made of the stuff to enrich the business lives of customers and your team? The cover story of this month’s issue of SOLD Sales Executive comes from Neil Shorney. He explains four challenges you face when trying to identify and recruit sales stars. He suggests the solution may be to look internally for those on your sales staff who are ready to shine. You already know them and the cost of a promotion is much less than recruiting externally.
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  Forget the lingo! Speak the customer’s language

  A major takeaway from this month’s issue is how much more important it is to listen to your customers instead of them listening to you. Not only is it the best way to learn what they really need from you, but also you’ll hear the words they use to express that need…and those are the words you must use when communicating with them. Forget the sales jargon and all the “techno-speak” about your products and services. Ask questions… listen… speak your customer’s language… and you’ll be able to deliver the goods and a great looking sales report to the boss.
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  How Do You Manage A Salesperson Who Always Asks For Lower Pricing?

  The Sales Management Challenge is a program where difficult, real-world sales management scenarios are presented and sales managers, executives and thought leaders share how they would tackle them. Our charge is to help sales managers make informed decisions in their roles through their participation in this skill development program. Get involved in the discussions... Come back to this site when you need sales management solutions
• The Most Important Word in Any Presentation

  Don’t you hate it when a speaker gets up and waxes on poetically about themselves for the first 5 minutes of a presentation? It’s all Me, Me, Me. You’re yawn, yawn, yawning. Why is that? What makes you fall into a stupor of boredom when a speaker focuses on himself first? YOU – you are missing. This is why YOU is the most important word in any presentation.
• Never About You

  Michael Goldberg covers the topic of networking. He speaks about how to start a conversation in a networking environment where you have to connect with people that you meet for the first time, how to make a conversation work, what questions to ask and what topics to raise to make the conversation fluent.
• 4 Best Practices for Mentoring New Sales Reps

  Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc.