Archives for Paperwork Minimization

Deconstructing “The Joy of A Salesman” Video

27th December 2010 by Frank under Awards and Recognition, Compensation Plans, Corporate Transperency, Customer Relationship Management, Online Video, Paperwork Minimization, Sales Management, Sales vs. Customer Service, Top Producers     

What is “The Joy of a Salesman”?
A couple of months ago I received a link to this video from two separate friends in the sales game. It was posted on YouTube by “mrsalesguy01” back on August 9th but it didn’t come to my attention until October. As of today it has accumulated a very respectable [...]

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Calculating the True Cost of Marketing

9th April 2010 by Frank under Compensation Plans, Contact Management, Corporate Transperency, Customer Relationship Management, Lead Distribution, Lead Generation, Paperwork Minimization, Qualifying Prospects, Sales Management, Sales vs. Marketing, Target Marketing, The Leaderboard, Top Producers, marketing     

Over a century ago, retailing pioneer John Wanamaker famously said “Half my advertising is wasted, I just don’t know which half.” The same challenge confronts most companies today.
But what if you could know exactly which of your lead sources was producing what results and calculate your marketing and sales costs to [...]

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Recruiting Top Producing Salespeople

5th April 2010 by Frank under Compensation Plans, Contact Management, Corporate Transperency, Customer Relationship Management, Education-Based Marketing, Follow-Up Systems, Lead Distribution, Lead Generation, Motivation & Inspiration, Paperwork Minimization, Sales Management, Sales Recruit Early Wins, Sales Recruit Expectations, Sales Recruit Interviewing, Sales Recruit Testing, Sales Recruiting, Sales Training, The Leaderboard, The Sales Cycle, Top Producers     

Good help is hard to find. Never is that phrase more true – or important – than when it comes to finding, developing and keeping good salespeople.
Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations [...]

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The World’s Greatest Sales Team?

23rd March 2010 by Frank under Compensation Plans, Contact Management, Corporate Transperency, Customer Relationship Management, Customer Testimonials, Education-Based Marketing, Follow-Up Systems, Lead Distribution, Lead Generation, Market Research, Motivation & Inspiration, Online Audio, Online Video, Orphan Customers, Paperwork Minimization, Print Collateral, Qualifying Prospects, Role Modeling, SEO, Sales Management, Sales Recruit Early Wins, Sales Recruit Expectations, Sales Recruit Interviewing, Sales Recruit Testing, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, Target Marketing, The Leaderboard, The Sales Cycle, Top Producers     

This site was born out of frustration.
Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly [...]

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