Peter Michie Articles
Selling in Bad Economic Times! - Click To Read Article
When the economy goes bad, it is easy for sales people to blame their lack of results on this, and I would not pretend that it is possible for every company to make their planned sales targets when this happens.
However, after working with many sales organizations in 5 countries, and as a result of a survey of some 4,000 sales people, I found some very simple opportunities for improved sales effectiveness, which, if identified and seized, can produce some amazing increases in results even in tough times.
Its just a matter of focus and discipline; things many sales people are averse to!
Sales Managers don't need Training, do they? - Increasing Sales Effectiveness Opportunity 3 - Click To Read Article
After proving themselves as great sales people, most sales managers are promoted with several attaboys & warm wishes, but without any training on their vital new role.
This article uses 2 surveys to prove that the majority of Sales Managers absolutely need training on their Management Role.
Increased Sales Effectiveness: Opportunity #1 - Click To Read Article
This article uses a Survey of about 3,000 sales people to draw a concusion about a large opportunity for increased sales effectiveness that exists in most sales forces.
Hiring the Ideal High Value Sales Person Opportunity No 2 - Click To Read Article
More and more companies have invested in higher value products, services, or solutions, which are especially relevant when the economy slows. And yet many sales people, and their managers, are unable to adapt to this new model.
So to help some of our customers seize this opportunity to recruit and train to this model, we conducted a number of surveys in order to define some of the key qualities that needed to be found to improve the recruiting of this breed of sales person.
This article outlines both the survey methodoloy and the highlights of our findings.
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