Sales Management Archives - Page 12 of 18

Why “Always Be Closing” Advice Will Cause Your Salespeople to Fail

If you have worked in sales for a while, you have probably heard of “ABC:” Always Be Closing. If you have never heard of it, it simply means that the sales process should be focused on closing deals. This advice is often given to salespeople by managers in the hopes that it will motivate them to close more sales. Some sales managers even write a sales script centered around the “ABC” approach and require their salespeople to use it with every customer. At first glance, “Always Be Closing” may seem like a sound tactic, and it is true that it was

8 Reasons Your Salespeople Are Not Closing Sales

If your salespeople cannot close a sale properly, you many feel frustrated. After all, there is no way the can achieve impressive sales results if they do not know how to close. What you may not realize is that the ability to close relies heavily on the entire sales process – not just what the salesperson says to the customer at the end of the call. If your salespeople are using an ineffective sales process, they cannot be expected to close sales frequently. That is why you, as the sales manager, must teach your salespeople to use an effective sales

Boost Your Sales Team’s Performance by First Understanding Their Challenges

“Sales success comes after you stretch yourself past your limits on a daily basis” – Omar Periu As a sales manager, you probably focus on giving your team the right amount of push to get them to aim for, and achieve, increasingly high sales goals. However, if your team’s performance is not getting better after your attempts to motivate them, there may be a more serious underlying issue. Understanding your sales team’s challenges, and knowing how to address them, will help boosting your team’s overall performance. How to Identify the Problem Perhaps more than other professional industries, having a skilled

7 Tips to Avoid Micromanaging Your Salespeople

As a sales manager, you know that the success of your team largely hinges on your effectiveness as a leader. And to be an effective sales manager, you need visibility into what you team is achieving. However, some sales managers take their need for visibility too far and start micromanaging. This ineffective management practice often makes their team become resentful, hindering them from selling to the best of their ability. Are you guilty of micromanaging your team? If so, it is important for you to learn how to stop micromanaging and start leading your team in a way that inspires

Are Sales Scripts a Good or Bad Idea?

Ask around, and you will find that sales managers have varying opinions on sales scripts. Some organizations swear by the effectiveness of having their salespeople read a script word-for-word, while others feel strongly that allowing a salesperson to initiate a more natural conversation with his/her customer works better. If you are unsure of whether or not your salespeople should use a script, read on. This blog post will discuss the pros and cons of suing a sales script so you can make an informed decision about how your team should interact with customers so they can achieve higher sales results.

10 Ways to Make Sure Your Next Sales Meeting is a Success

If you have ever held a sales meeting before, you know that salespeople are not always thrilled to attend. And it is easy to understand why they might feel that way. If they are not selling, then they are not making money, and they know that your meeting is a non-sales activity. They may also assume that your meeting is going to take up more of their time than it should and walk into the meeting with a negative attitude as a result. Do not let that happen – if you do, it is highly likely that your salespeople

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Lists*

Why “Always Be Closing” Advice Will Cause Your Salespeople to Fail

8 Reasons Your Salespeople Are Not Closing Sales

Boost Your Sales Team’s Performance by First Understanding Their Challenges

7 Tips to Avoid Micromanaging Your Salespeople

Are Sales Scripts a Good or Bad Idea?

10 Ways to Make Sure Your Next Sales Meeting is a Success

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