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What separates run-of-the-mill sales leaders from the amazing ones who standout in a crowd of their peers is their proclivity to engage in the sales operational activities that further the strategy of the organization. Unremarkable leaders are content to hang out in the clouds and deal with concepts and high level sales strategy with little inclination ... Read Post
What is a sales opportunity? It is an account or contact that has now been qualified. They are now in your cycles cycle and, for the time being at least, are committed to working with you. You have been in touch with them and have talked at length, and you know their needs and requirements. ... Read Post
Does your office have some fun activities to offer to your sales team? A Ping pong table, maybe? A big TV to watch the favorite sports games? Office-wide outings? Well, if it does not, it might be the first sign of an environment that does not attract and retain the best sales experts. How do ... Read Post
Okay, so we hear you asking “What on Earth is a Purveyor of Prosperity?” Put plainly and simply: it is a salesperson. Read Post
Sales compensation is strategic, any new plans must be in alignment with any business goals that can be impacted by the sales organization. Your sales management team must understand your company’s overall goals and structure compensation to align with them. In short, sales compensation should be not just a tactical focus for your organization, but ... Read Post
No doubt you’ve heard that trust is required in today’s business relationships. Few people, however, can actually define what trust is. Mistakenly, many salespeople with strong values automatically assume that because they are good people they are trustworthy. It frustrates and surprises them when they come to realize that their prospects don’t really trust them. ... Read Post
Today’s changing roles for both the sales rep and sales management are made possible by accurate and useable sales analytics. How have these roles changed? For example, traditionally sales forecasts have been created by sales management, based on data entered and provided by salespeople. Believe it or not, salespeople have greater control over their own ... Read Post
We wish you the warmest of welcomes to our new online magazine, Sales POP! In this case POP isn’t just a word, it’s an acronym for “Purveyors Of Prosperity”! Read Post
