Sales Management

New Tools, Better Sellers Salespeople constantly adopt new technologies to make sales more strategic and efficient. These technological developments disrupt the sales system and equip sales reps with more tools to best optimize their performance. Currently, modern sales technology continues to change every stage of the sales process and the way reps engage with customers.  Yet, this isn’t a new concept. Here's an example: the invention of the telephone in 1876 along with an ancient manuscript, the phone book, created telemarketing, the most revolutionary sales process of the time. However, cold calling is now an outdated concept. Younger generations tend…

   Understanding the fundamentals of motivation will create remarkable transformations within you. To motivate yourself in sales depends more on the way you think about motivation than the results you deliver. Every sales rep experiences highs and lows in their career. It’s easy to let this discourage you and lose motivation. A lack of motivation is actually a lack of direction. How to Motivate Yourself In Sales: Start By Creating Your Vision The first step is creating a vision. A vision that is vivid, ambitious and easy to understand. An impulse, a drive, a motion towards a destination. Vision creates motivation. Create a picture…

How Emotions Influence Sales Decision Making How do you make decisions? Most people claim they make decisions rationally. The truth is, we decide with emotion and justify our decisions with logic. Have you been to Starbucks this week? Why did you choose Starbucks and not the cheaper cafe next door? It’s not because of better coffee or friendlier staff, but the feeling Starbucks sells along with its drinks. Modern design and fancy names, the social acceptance you get from your visit because all the cool kids go there, and the reassurance that you get the same product wherever you go are…

A week of hectic travel leaves you tired and frustrated.  Here are three steps to get organized and ensure success on your next sales trip: 1. Plan Ahead In order to get ahead of the competition, you need to be efficient.  By creating optimal routes and sticking to them, you'll steer clear of stressful situations during the week.  Cutting your driving by 20% means crushing your quota while everyone else is still on the road.  And since you can store your routes in an iCal, Outlook, or Google calendar, you'll know exactly what's on tap every day of the trip. 2. Track your Progress You shouldn't count…