Sun, 22 Nov 2009 08:11:13 PST http://www.allbusiness.com/12278240-1.html AllBusiness.com - The Sales Leadership Coach en-us Copyright 1999-2009 AllBusiness.com All Rights Reserved. http://www.allbusiness.com/asset/image/general_site_image/3472344.gif http://www.allbusiness.com/12278240-1.html 46 144 http://www.allbusiness.com/company-activities-management/sales-selling-sales/13438039-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13438039-1.html In his book Fundamentals of Selling, Charles Futrell identifies careful use of selling time as perhaps the distinguishing characteristic of the successful salesperson. Frequently there are two main pitfalls that even experienced salespeople can fall into in terms of activities. Sat, 21 Nov 2009 05:10:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13423580-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13423580-1.html Alas, many Sales Directors, having concluded that their best strategy is to cut back on training, look instead to hire people who already possess all the talent and skills needed to do the job and send them out into the field armed with what they know. But many Sales Directors know how difficult it is to find skilled salespeople. And anyway it is not possible to equate experience or seniority with success. Thu, 19 Nov 2009 09:35:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13420345-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13420345-1.html Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making. Tue, 17 Nov 2009 06:50:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13419215-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13419215-1.html Our commercial functions, particularly the sales team, represent our forward line, if they are not scoring regularly we cannot possibly achieve our overall commercial objectives – i.e. nothing happens until somebody sells something and all of that investment in costly accounting software, new office equipment, expensive I.T systems etc. will count for nothing. Sun, 15 Nov 2009 04:45:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13411381-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13411381-1.html When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules. Sun, 08 Nov 2009 06:55:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13325209-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13325209-1.html The Sales Leader’s role is one of catalyst – constantly helping their team to keep up with events, to change in the light of events and to succeed because it is always configured for success ... Thu, 29 Oct 2009 07:00:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13308695-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13308695-1.html Stakeholder Management is an important discipline that successful Sales Leaders use to win support from others. It helps them ensure that their changes succeed where others fail. By engaging the right people in the right way in your proposed changes will make a big difference to the outcome you desire to attain from the changes ... Tue, 27 Oct 2009 08:45:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling/13267210-1.html http://www.allbusiness.com/company-activities-management/sales-selling/13267210-1.html Winning influencers share a common set of attitudes and behaviors that ensure consistent success. Studies have shown that they .... Thu, 22 Oct 2009 07:35:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling/13242645-1.html http://www.allbusiness.com/company-activities-management/sales-selling/13242645-1.html Pushing, bullying, bludgeoning or haranguing DO NOT WORK! Like elephants, people will remember the experience. Indeed, if you force someone to do something you want without taking their point of view into consideration, then the impression that person is left with is how they will see you forever. Tue, 20 Oct 2009 02:35:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13236326-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13236326-1.html Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential achievement. Sat, 17 Oct 2009 05:50:00 GMT