Q&A for Sales Managers: Goals in an uncertain economy

Q&A for Sales Managers: Goals in an uncertain economy

Question:  How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem.  The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
Best Practices for Sales People #6: Plans every sales call

Best Practices for Sales People #6: Plans every sales call

It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning.  I suppose that is why this is one of the practices of the best. Most surveys of how field sales people really spend their time conclude...
Building a Professional Reputation with Your Customers

Building a Professional Reputation with Your Customers

I just fired my accountants. They really hadn’t done anything wrong.  They were responsive when I called.  They appeared to keep up with the latest information in their profession. Their work was neat, accurate and timely.  Their prices were fair.  They conducted...
Creating a Powerful Sales Plan

Creating a Powerful Sales Plan

Field salespeople have a unique aspect to their jobs – they have the ability to decide what to do every moment of every day.  The need to make this decision – where to go, who to see, who to call, what to do – distinguishes the sales profession from most others. I’ve...