Blog : Sales TrainingGood Business, Bad BusinessNovember 3, 2008 | 1:14 PM
Who dreamed up the job of sales manager? As a front-line sales manager, you are part coach, part super-salesperson, part counselor, part administrator, part strategist, part parent, part mediator, part teacher, and-above all -the go-to person for executing your organization’s sales strategy. When it comes to crafting strategies to pursue new business opportunities, one of the more challenging decisions facing sales managers today revolves around the answer to one important question: “Is this good business to pursue or bad business to walk away from?”
The Three Most Important Things a Salesperson Can Do in a Down Market!October 15, 2008 | 1:59 PM
The United States government defines tough times as two consecutive quarters of negative economic growth. On a personal level, you know when things are tough – the market feels soft, getting customer approval takes longer, and buyers negotiate harder than when demand is greater than supply. At this time, we have a whole generation of salespeople who have only sold during great economic times. We also have veteran salespeople who may have forgotten how to sell in tough times.
Winning Sales Through Business Acumen, Volume I of IIIMay 14, 2008 | 12:16 PM
With all the emphasis that sales organizations put on consultative selling today, I found the following statistic to be surprising - only 10 percent of sales professionals can actually read a financial statement or articulate the key financial metrics of a client’s business. If organizations truly expect their sales teams to secure meetings at the C-level, they must make sure that salespeople can clearly understand and articulate their client’s business issues – in other words, “walk the talk”. Join me in watching this short, five-minute video titled “Winning at Business Acumen, Part 1” (the first of three installments), and then let me know your thoughts on the subject. Winning Sales Through Business Acumen, Volume II of IIIMay 14, 2008 | 9:18 AM
 In this second installment of video interviews, Gerhard Gschwandter, publisher of Selling Power magazine, and I discuss how important it is to engage employees when educating them in typically dry subjects, such as financial literacy or business acumen.One way you can raise the energy level of sales professionals during a training session is to use discovery learning methodology. For example, Zodiak®: The Game of Business Finance and Strategy is a classroom-based board game that actively involves participants in the learning process. Because salespeople love games, and competition in particular, Zodiak is a perfect fit for their learning style. It’s fast, fun and interactive. In fact, more than half the Fortune 500 companies use the game. By experiencing the ups and downs of business, including increased sales, increased expenses and much more, salespeople begin to understand how their own businesses and their clients’ organizations operate. Strong business acumen helps them become consultants to their clients, not just commodity brokers. Join me in watching this short, five-minute video titled “Winning at Business Acumen, Part 2” (second of three installments). Winning Sales Through Business Acumen, Volume III of IIIMay 14, 2008 | 9:07 AM
Salespeople are the lifeblood of an organization, so we need to educate and engage them in their companies’ successes by ensuring that they pay attention to products, product forecasting, product mix and inventory turnover. We discussed why it’s important for sales people to understand their clients’ financial picture to become better client advisors. We also examined the high cost of replacing salespeople. Join me in watching this short, five-minute video titled “Winning at Business Acumen, Part 3” (the final installment). |
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