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.
Why Good Sales People Often Turn into Mediocre Sales Managers
Consider the unique blend of strengths and aptitudes that often mark the character of an exceptional sales person. Exceptional sales people often have very high standards for themselves and everyone around them. They are highly focused on the customer, often to the determent of their relationships with their colleagues. It’s not unusual for your star sales person to irritate and frustrate the people in the operational side of the business, with a brusque and demanding attitude. After all, they think, I’m extending myself to take care of my customers, why shouldn’t I expect everyone else to do so also?
Stop the Bleeding! The biggest unacknowledged cost of sales
But those costs were invisible, hidden not only from his eyes, but also from the management and executives of the company. They saw a quote uncovered and delivered, instead of a sales opportunity misinterpreted and mishandled.
Q & A for Sales Managers: Motivating Sales People
There is a natural tendency for sales people to become self-sufficient and to consider themselves above management. It’s easy to understand. Of all the professions, a sales person has the ability to make decisions on a moment-by-moment basis about what he/she will do. That’s a tremendous responsibility. And, over a period of years, those decisions often become ingrained as unquestioned habits.
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.
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