Category Archives: Sales

Sales Pipeline Management

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In a previous post (Sales Management Software Considerations), I discussed the basics of sales management software.  As noted, there are many “must-have” benefits to such a system, not the least of which is something called pipeline management, or sales forecasting. Pre-CRM, sales forecasting was somewhat of an impossible exercise. At least, that’s the way most…
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Sales Management Software Considerations

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When I moved into sales management 20 years ago, the #1 rule preached in management class was: “Inspect what you expect.”  Which, back then, was easier said than done.  It required detailed review of every salesperson’s paper call reports, quotes and sales reports.  From there I would “back into” the numbers to review activity and…
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Taking the Mystery Out of the Sales Management Process

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In my two other posts (Sales Management Software and Sales Pipeline management), I referenced processes — reinforcing the fact that sales is a process and not a magic art only imparted to the gifted few.  This post details that process further. If you’ve witnessed the construction of a house or commercial building, it appears to…
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Pitfall-Proof Your Sales Strategies

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Simply said: sales are tough business. One mistake can cost you a commission, a customer and tarnish the company image. Errors cannot be completely avoided, but a self-aware sales team can minimize the impact by preventing as many as possible and dealing with the rest. Follow these tips to avoid preventable blunders: Maintain perspective. Professionals know…
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