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  1. Sales Citizenship by Don McNamara
    Experienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. There are two fundamental reasons they should select incoming sales representatives who have sound social skills.

  2. Send Me in Coach! by Don McNamara
    At one time there was a long-standing belief in many sales organizations that coaching of sales representatives was a fundamental sales management responsibility. By contrast today, in the field skill set development is, at best, hit and miss leaving many sales people unclear how their performance is being evaluated. Little wonder sales force turnover is a reality.

  3. Sales Opportunity Management: The Key To A Sales Turnaround by Andrew Rowe
    Does your company need a sales turnaround? As we enter the new year, it's a great time for us to take a fresh look at our sales performance in our companies and take action to turn around those aspects that we're not satisfied with or which are lagging behind our expectations. Putting together a sales turnaround plan for your company can be done fairly quickly and fairly easily.

  4. Sales Cycle Reduction Equals Sales Acceleration by Andrew Rowe
    What would it be like if you could reduce the time it takes you to close orders from new customers by 10, 20, or 30%? Think about how a reduction in your sales cycle could lead to rapid improvement of your sales results and your revenue generation. Many companies neglect to take time to analyze their sales cycle and look at ways to reduce it?which can be done by more clearly defining their sales process and looking for areas to eliminate lengthy steps or delays.

  5. Piloting the Hiring of Top Sales Performers by Don McNamara
    Without question the most critical skills in sales management are recruiting, selecting and hiring the best sales representatives. Yet why do so many sales managers come up short in these vital skills? If your goal is to land a top sales performer, then you might want to compare how flying a plane is like picking a superb sales person.