Sales Plan of Action
Elements of a Great Sales Plan
Have you created a sales plan for yourself yet? If so, do you revise it on a regular basis? An up-to-date sales plan is one of the best tools a salesperson can have.
Track Your Sales Metrics
How many cold calls did you make last week? If you can’t answer that question with an exact number, you have a problem.
6 Plans a Sales Team Needs
Planning is an important part of selling well. Here are some plans every sales team needs to have in order to thrive.
How to Create a Sales Forecast
Do you know how to create a reasonably accurate forecast for your sales? If not, you're subjecting yourself to needless worry and uncertainty. Knowing how to forecast your sales helps you to predict what sales activities you need to pursue now.
Managing Your Sales Pipeline
Keeping an eye on your sales pipeline can make you a lot of money. If you're aware of the pipeline, you will know how many sales you'll make during the period and can take action if you're short on your goals.
How to Determine if a Deal is Real
How many of the sales in your pipeline are actual sales, and how many are just prospects who don't want to tell you no to your face? The only way to find out is to ask the right questions.
How to Tell If You're Winning a Bid
When you're competing for a prospect with several competitors, it can be hard to tell whether you're at the head of the pack, just in the running, or have no chance of getting the sale.
How to Clean up Your Pipeline
Kicking un-closable deals out of your pipeline on a regular basis will make your sales forecasts much more accurate, making it easier for you to meet your goals.
8 Questions to Help You Build Business
Want to improve your sales, but don't know where to start? Maybe it's time to take a look at your sales process by asking yourself a few simple questions.
The Power of Pre-Appointment Planning
If your pre-appointment planning consists of the notes you jot down during the elevator ride up to the prospect's office, you may be short-changing yourself and the prospect.
Breaking Into a New Territory
Has your sales manager just shifted you to a new territory? Or perhaps you've started a new job with a different company and are facing a whole new group of prospects. Breaking into a new territory can be overwhelming but it's also a huge opportunity.
Starting a New Quota Cycle
No matter how well you did in the last quota cycle, there's always a new one coming up and you'll be expected to do just as well - or better. Starting a quota cycle on the right foot can make success much easier to achieve.
How to Manage Yourself
Salespeople who work independently or who don't have a good relationship with their sales managers may need to manage themselves. Here are some tips on managing yourself effectively.
How to Sell at the End of the Year
The end of the calendar year marks a change in your customers' and prospects' lives. And that makes it a productive time from a sales point of view.
5 Common Sales Delusions
Salespeople are more likely to deceive themselves than they are to deceive a prospect. The lies that a salesperson tells himself can severely impact his sales.
What to Do When Your Employer Goes Bankrupt
If you suddenly find yourself a salesperson without a company, you can make the transition as smooth as possible by taking a few precautions.
7 Ways to Motivate Yourself
The best salespeople get the job done without relying on other people to nudge them along. If you want to be a great salesperson, you've got to learn how to motivate yourself.
Setting Short-Term Goals
Picking out some short-term goals and planning how you'll achieve them can change your life significantly. Such goals are closer in time than your major goals and thus require less committment to reach, yet they can be just as significant.
Two Strategies to Increase Sales Revenues
Success in sales comes down to one thing: selling enough to make a profit. That's going to be every salesperson's and small business owner's goal. But there are two very different strategies you can pursue to get to that point.
Increase Sales Revenue by Increasing Sales Quality
Bumping up your total number of sales is not the only way to increase sales revenue. By working to get the most out of each sale, you can actually end up making more money from fewer sales.
How to Increase Sales
Increasing your total number of sales starts with increasing your total number of leads. That's because, as you've probably heard several times by now, sales is a numbers game – your success is directly based on how many prospects you talk to.
Most products operate on a seasonal sales cycle that tends to peak at certain times of the year. Making the most of the busy season helps salespeople to prepare for the leaner times.
Coping with Toxic Sales Managers
Working with a good sales manager is a terrific feeling. She'll help you out with any difficulties, give you advice, shout your praises when you're having a good month, and go to bat for you against upper management as needed. And then there are the bad sales managers...
Resolving an Unrealistic Sales Quota
During a sales period, the situation can change rapidly and make a previously reasonable quota impossible to hit. In that case, you'll need to turn to your manager for help.
Becoming a 2.0 Salesperson
New technologies seem to pop up every day to improve our lives (or just make them more complicated). As a salesperson, are you taking advantage of these technologies? If the answer is “no,” now's the time to start working them into your daily activities.
How to Set a Daily Schedule
You can't actually create more hours in the day – everyone is stuck with the usual 24. But you can get more out of each hour.