Thoughts on Sales Contests

Sales Contests Let’s begin by discussing WHY businesses create contests for their sales teams.  The traditional logic held that people who excel in sales are highly competitive and respond to opportunities to best their co-workers.  The addition of a valued “prize”...
Great Ways to Improve Sales

Great Ways to Improve Sales

Sales Growth 101: Ways to Improve Sales.   So you have employed the basics of selling and marketing (see “The Eternal Truths of Increasing Sales” and other articles on sales and marketing), and still your sales are languishing. Here’s some more help with little to no...
Sales Training

Sales Training

I’m going to start from the premise that you will have to train your own sales force. If you can afford to buy a sales training program, by all means do it since even poor programs will provide some new information. The internet offers a large menu of sales training...
What Is a Sales Pipeline?

What Is a Sales Pipeline?

Your Sales Pipeline Is the Lifeline of Your Business? A sales funnel, or deal or pipeline is a visual or charted method of looking at your future sales. It helps you manage the sales in process, allows you to chart their progess through the steps necessary to close...