Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople.
They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to [...]
Archives for The Sales Cycle
Explaining The Sales Cycle
5th April 2010 by Frank under Compensation Plans, Contact Management, Corporate Transperency, Customer Relationship Management, Customer Testimonials, Follow-Up Systems, Lead Distribution, Lead Generation, Marketing, Qualifying Prospects, Sales Management, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, The Sales Cycle
tagged in Compensation Plans, Contact Management, Corporate Transparency, Customer Relationship Management, Customer Testimonials, Follow-Up Systems, Lead Distribution, Lead Generation, Marketing, Qualifying Prospects, Sales Management, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, The Sales Cycle
Is Sales The World’s Most Valuable Profession?
5th April 2010 by Frank under Compensation Plans, Most Valuable Profession, Motivation & Inspiration, The Sales Cycle, Top Producers
How is it that successful salespeople can earn more than doctors or lawyers, or sometimes even more than the owner of the company they work for? Economists agree: it’s because they practice the world’s most valuable profession.
How valuable is it? Here’s a short quote from my 2004 book, The Greatest Job You [...]
Freeing Salespeople from the Burden of Marketing
5th April 2010 by Frank under Contact Management, Education-Based Marketing, Lead Distribution, Lead Generation, Market Research, Marketing, Print Collateral, Qualifying Prospects, Sales vs. Marketing, Target Marketing, The Sales Cycle, Top Producers
Too often, I see companies placing the burden of Marketing on the shoulders of their salespeople, obscuring their true function and diminishing their effectiveness.
In The World’s Greatest Sales Team, I imagine a firm which gives salespeople every opportunity to succeed by relieving that burden, allowing their salespeople to do what they [...]
Supercharge Your Sales with Laser-Sharp Target Marketing
5th April 2010 by Frank under Market Research, Print Collateral, Qualifying Prospects, Sales vs. Production, Target Marketing, The Sales Cycle
Looking for that “one thing” you can do that will supercharge your sales and make your salespeople incredibly happy and productive?
Try this: Focus all your marketing energy and resources on one or more specific target markets. Believe me, it’s critical to your sales success.
But how do you do that? How do you [...]
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 [...]
tagged in Compensation Plans, Contact Management, Corporate Transparency, 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 Recruit Vetting, Sales Recruiting, Sales Training, The Sales Cycle, The Sales Leaderboard, Top Producers
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 [...]
tagged in Compensation Plans, Contact Management, Corporate Transparency, Customer Relationship Management, Customer Testimonials, Education-Based Marketing, Follow-Up Systems, Lead Distribution, Lead Generation, Market Research, Marketing, Most Valuable Profession, Motivation & Inspiration, Online Audio, Online Video, Orphan Customers, Paperwork Minimization, Print Collateral, Qualifying Prospects, Role Modeling, Sales Management, Sales Recruit Early Wins, Sales Recruit Expectations, Sales Recruit Interviewing, Sales Recruit Testing, Sales Recruit Vetting, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, SEO, Target Marketing, The Sales Cycle, The Sales Leaderboard, Top Producers, Zen Selling
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