Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/378/Some-sales-managers-are-Idiots.html http://www.evancarmichael.com/Sales/378/Some-sales-managers-are-Idiots.html Sales Managers don't learn from the success of others. Probably laziness is the reason because we all know what they should do. http://www.evancarmichael.com/Sales/378/Always-play-the-Odds.html http://www.evancarmichael.com/Sales/378/Always-play-the-Odds.html Goal Achievement is Simple but not Easy. I have observed that most people have no idea how to set a Goal so goal achievement is not possible. The first thing to do is have everything you can control working for you, you will have enough working against you. These are the obvious easy things to do that are often overlooked, yet they make a mountain of difference. And they are the necessary first steps. http://www.evancarmichael.com/Sales/378/Finding-and-using-your-Talent-with-TIM.html http://www.evancarmichael.com/Sales/378/Finding-and-using-your-Talent-with-TIM.html As we baby boomers near 65 it is time to take stock of how we are using our Talents. We were all given some Talent, many of us didn't use it or take advantage of it. Now we have the time and should take the opportunity. http://www.evancarmichael.com/Sales/378/Get-Rid-of-Half-Your-Sales-Force--Now.html http://www.evancarmichael.com/Sales/378/Get-Rid-of-Half-Your-Sales-Force--Now.html Most sales people spend the majority of their time in customer service. Most companies want to grow the customer base. This is a conflict that management needs to address in this economy. http://www.evancarmichael.com/Sales/378/A-simple-way-to-make-more-money.html http://www.evancarmichael.com/Sales/378/A-simple-way-to-make-more-money.html If your goal is to make more money, you need to do what is required to achieve that goal. Here is how a sales professional can make more money. http://www.evancarmichael.com/Sales/378/Maximize-Revenues.html http://www.evancarmichael.com/Sales/378/Maximize-Revenues.html Most sales teams are missing the easiest way to grow revenues. It all has to do with the way they are trained. Companies tend to focus on training that doesn't achieve their goals. Perhaps because, "that is the way we have always done it." Here is an answer for doing it right. http://www.evancarmichael.com/Sales/378/Prospectings-8-Simple-Steps.html http://www.evancarmichael.com/Sales/378/Prospectings-8-Simple-Steps.html Prospecting is the most important selling skill. It is the only selling skill that puts you in a position to use all your other selling skills. Here is all you need to do to get Prospecting working for you. http://www.evancarmichael.com/Sales/378/Business-Development-isnt-for-Cowards.html http://www.evancarmichael.com/Sales/378/Business-Development-isnt-for-Cowards.html There are alternatives to field Prospecting, but not many. This one is fun but takes some work. There are a lot of rewards, however, and you may just get development of new customers at the same time. http://www.evancarmichael.com/Sales/378/Remember-it-is-only-the-Behaviors-that-count.html http://www.evancarmichael.com/Sales/378/Remember-it-is-only-the-Behaviors-that-count.html All the training in the world is irrelevant if it doesn't lead to new behaviors. So that is what the sales manager should focus on - behaviors. http://www.evancarmichael.com/Sales/378/Is-the-Organization-Managed-or-Led.html http://www.evancarmichael.com/Sales/378/Is-the-Organization-Managed-or-Led.html There is a lot of confusion in management circles these days about leadership. Most managers assume they are also leaders. However, that is definitely not the true. Here is why knowing the difference is critical for every organization.