Dave has presented in 47 states and eleven countries. He holds both a Bachelor of Education degree and a Master’s of Arts in Teaching, and has a reputation for creating and delivering practical, insightful strategies, principles, processes, practices and tools. The Sales Resource Center is the ultimate expression of his unique combination of gifts.
How to Deal with the Sales Person Who Has Leveled Off — insights for sales managers
Every manager has, or will, confront this troublesome issue. It’s arisen in every workshop for sales managers or branch managers I’ve done. One or more of your sales people has leveled off. Their performance hasn’t improved much in the last few years. Where before...
Myths of Business2Business Sales #1: “Great Relationships”
The world is full of sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from exposing the weakness in their sales skills.
Q & A for Sales Managers:Appointments per day
Which really hits to the heart of the issue. The factor that most determines a reasonable number of appointments is the potential dollar value of the sale. Generally, the larger the potential dollar value of the sale, the fewer calls should be made. That’s because the nature of the sale requires more in-depth relationships and more involved sales dialogues. Each sales call is more complex, and takes longer. Therefore, you can’t make as many calls.
Dealing with Difficult Customers
A difficult customer – someone who is angry or upset – can be one of the most challenging and rewarding encounters for most companies. If your people handle the situation well, you will often gain a long-term customer. Mishandle it, and you’ll watch the situation dissolve into lost business and upset people.
Q & A for sales managers — goal setting for personal improvement
Q. I agree with your position that sales people should set goals for improving themselves every month. As a sales manager, can you give me a more specific idea of what kind of goals I should be insisting that they develop?
Developing Salespeople
Developing salespeople is one of those initiatives that payback double; the salespeople improve their performance, and feel better about your organization investing in them. In one move you can help keep the good salespeople you have, motivate your salespeople,...
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