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Robert VeVerka Articles

Written by: Robert VeVerka

Building Ally Relationships - Click To Read Article
In today's business environment where markets are becoming flat or shrinking, competition for these key accounts has intensified. Acquisitions, mergers, right-sizing, and other realities of the 90's are created even more obstacles. The hard truth is those long-standing relationships can't be taken for granted, even your best customers. You cannot afford to lose even one key account to maintain profitability in today's business environment. At the same time, you may be dealing with fewer resources. Cost-cutting or cost-containment have led to tighter sales budgets in many organizations. The result is often fewer salespeople and sales managers, fewer sales calls and increased pressure to make every sales opportunity count.

Do Sales Training Seminars Really Work? - Click To Read Article
Companies spend millions on sales training seminars, yet seminars are not the best form of learning for some individuals. Everyone's learning style is different, and for some attending a seminar just does not work. A number of companies today are turning to executive coaches to not only help their salespeople, but also the sales managers improve the sales and management techniques. Here's a case study about Mike, a salesperson who had attended many seminars, yet never seemed to move to the top of the sales charts. Last year, one of my clients asked me to work with a Mike, a salesperson for a medium-size local company.

The Coaching Imperative - Click To Read Article
Salespeople get less coaching today than they did five years ago. In the last three years following the economic downturn, it's worse. There is less coaching now. Companies have cut budgets and reduced external expenditures. Managers are spread so thin, they don't have enough time to coach and develop their staff.





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