All Entries Tagged With: "productivity"
Return On Effort (ROE)
Sales managers often wonder why team activity levels are so low. “It didn’t used to be that way,” they think to themselves, and then it gets worse. It transforms into an attendance problem. Sales mangers become babysitters, “Where are you? Why aren’t you here? Every minute you are late is costing you deals!”
Disciplinary action taken on attendance issues doesn’t solve the core issues… engagement, buy-in, productivity, etc. Just because they are physically there doesn’t mean they are mentally there.
Compelling Argument Against Cold Calling
By Jeremy Miller
Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person wins his customer. His cold calling has paid off. He is a hero. Too bad it doesn’t work that way.
10 Tips for Guaranteed Sales Success
Check out these 10 tips for guaranteed sales success. Each tip includes a BONUS article!
The Effectiveness of Cold Calling… On Foot?
Reader Q & A: I recently received a question about cold calling on foot…
So tell me Doyle, what do you think about cold canvassing/good old fashioned door knocking businesses… any hints and tips for improving-new strategies/thoughts for this style of presentation?
Want Long-Term Success? Build Your Pipeline!
Most sales are not made on the first call. Often it takes six or seven attempts to even get your foot in the door. The key to sales success is in the follow-up! The best sales professionals master the art of managing their leads through a Customer Relationship Management (CRM) system. Many sales reps will tell you that they are organized and that they have “their own” system, but look at their work-space and you’ll find that they have paper lists and sticky notes spread all across their desk!
