Which Half of Your Sales or Management Effort is Working?

Guest post by: Paul Donehue
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How To Sell With Confidence - By Paul Donehue

John Wanamaker once said, "Half the money I spend on advertising is wasted; the trouble is, I don't know which half!"

This is, of course, the reason frequency is such an important element of marketing.

It is also an important element of selling and of sales management. We must be diligent in our efforts to maintain a proactive and persistent posture when selling, and we must do the same when engaged in sales management- which many believe is simply a "higher level of selling."

The key reason for this fact is that we can never be sure about which component of our effort is going to be effective at any specific time. In other words, time spent coaching a Rep today may, in fact, pay off immediately or it may not pay off for a month or two; time spent presenting good reasons for a customer to buy our product or service may not gain their buy-in on the spot, but might do so over time.

Just like John Wanamaker, we just can't be sure

If we fail to interact with our customers, pospects or sales people with sufficient frequency, and if we fail to reaffirm the value associated with our products, services, our orgnaizations as well as our personal value, then we will most likely fail as sales people and sales managers.

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How To Sell With Confidence - By Paul Donehue

About the Author: Paul Donehue

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A professional and seasoned consultant, coach and trainer, Paul Donehue has made a life's study out of working with and motivating people. His extensive background in sales, management and as an entrepreneur has provided the perfect vehicle for him to interact with and observe the behavior of leaders and professionals in numerous fields, and to see first-hand how many have been able to achieve and surpass their goals. Now president of Paul Charles & Associates, a training and consulting firm specializing in sales, sales management, business communication, marketing communication and business development, Paul regularly conducts on-site and on-line training and coaching programs, and facilitates a wide range of meetings and programs. He has also spoken at many corporate and association events. He is a member of the National Writers Union and The NH Writer's Project, and has co-authored several books; he is also a former director of the Smaller Business Association of New England (SBANE), a two-term Commissioner on the Londonderry Housing & Redevelopment Authority, and has served as a board-member for a number of businesses and organizations. In his highly interactive style, Paul relays stories of innovation, perseverance and success, and presents new ideas in a positive manner that inspires others to build upon strengths while adopting fresh perspectives and a spirit of self-improvement.
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