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...
Sales Time Management Tip

Sales Time Management Tip

Does this sound familiar?  You have more customers to take care of, more variety of products and services to sell, more information to manage, and more meetings to go to today than you did a year or so ago.  Welcome to the compressed, chaotic job that is the life of...