by Michael Carter | Mar 13, 2012 | Sales Management Workshop Blog, Sales Planning
Your Sales Numbers Are Key No matter how many times you here it, people still don’t want to understand that sales is a numbers game. If I take two sales people of equal ability, the one that makes the highest number of contacts will always sell more, produce more...
by Michael Carter | Mar 8, 2012 | Sales Management Workshop Blog, Sales Planning
Your USP, Unique Selling Proposition? What does your company offer that your competitors don’t? If your sales team doesn’t have a solid understanding of what makes your company unique, your USP, unique selling proposition, how will your clients know? Do your sales...
by Michael Carter | Mar 6, 2012 | Sales Management Workshop Blog, Sales Planning
A Customer Profile of Your Ideal Customers Will Give You Develop Better Prospects? Why is important to create a customer profile? To help your salespeople find their ideal customer. Salespeople love to sell, but most hate prospecting. The reason is simple. It takes...
by Michael Carter | Mar 1, 2012 | Sales Management Workshop Blog, Sales Planning
Know Your Competition When you look at the landscape that represents your service area, you know you’re not the only one competing for business. The question is, do you and the rest of the organization truly understand what you’re up against? An important component of...
by Michael Carter | Feb 28, 2012 | Sales Management Workshop Blog, Sales Planning
You have to have a good strategic sales plan to get anywhere Success in sales management starts with planning. As a leader, you want to develop a plan that provides your sales team with the strategy and tactics to lead them to success. I recommend following these five...
by Michael Carter | Feb 23, 2012 | Sales Management Workshop Blog, Sales Planning
Sales Planning Builds Winning Sales Teams When you decided to build a sales team and started your sales planning, how much thought did you put into how it should be structured? That is, how did you design your team? How do your salespeople function within that design?...
