Resources

64 Resources for

salespeople

Subscribe to this listing via:
RSS
Email

BNET Resources

Are You a Top Salesperson?: Think you have what it takes to be a top salesperson?Â According to Ron Willingham, author of Integrity Selling for the 21st Century, top salespeople, regardless of industry, share the four specific characteristics: Complete goal clarity. Top salespeople have clear, specific, written-down statements...; Tags: Geoffrey James, top salesperson, salesperson; Blog posts 2008-04-16
The Ultimate Electronic Assistant: Jon Dessel, CEO of ITIQ Solutions, touts an end-to-end software solution for salespeople in the field.; Tags: Software Solution, software; Videos 2007-11-20
Motivation Inspiration: When incentives fail to motivate, or even start to de-motivate, corporate culture is often to blame. Unfortunately, at some companies, recognition programs are poorly promoted and are not an integral part of the job. Other times, rules for incentives are too intricate for salespeople to follow. When either of these...; Tags: Sales force management, Leadership, VNU eMedia Inc., incentive, corporate culture, motivation, commission, financial, job; White papers 2006-09-11
Sales Training Is Not Only for salespeople: Regardless of which training option is chosen, understanding basic selling techniques can help almost anyone perform better in business and social situations. One should remember that everyone sells something, so why not learn to do it better. While many people have had poor experiences with salespeople, the truth is selling...; Tags: Sales force management, sales training, training, technique, sales; White papers 2006-03-01
The Right Stuff for a Liberated Salesforce: Salespeople watched in frustration as rigid data entry routines were imposed on them and number crunching became the norm. It is no surprise that traditional selling solutions that force salespeople to report on their progress rather than engage prospects continue to suffer from low user adoption rates. Sure, there are...; Tags: Sales force automation (SFA), Customer relationship management (CRM), Enterprise software, Advertising & Promotion, Sales force management, SFA, CRM, contact management, forecasting, data entry, sales force, sales, job; White papers 2006-02-10

Don't Be Afraid To Admit What You Don't Know: Salespeople encounter various problems when they approach customers. Selling calls for being prepared to tackle any situation that might arise during the process. Thus, salespeople must prepare themselves on various aspects of selling. One of the aspects is how to deal with unexpected questions from customers and preparing answers for...; Tags: Salespeople; White papers 2004-07-12
Sales: What Works Now: Most companies solely focus on expanding their business by increasing their sales force. But, experts argue that recruiting good salespeople is not enough, companies should also make an effort to retain existing sales force. Most salespeople want proper benefits in addition to good commission on their sale. The process calls...; Tags: Sales strategy, sales force, sales force management, sales, recruiting, benefit, commission, technique; White papers 2004-06-01
Don't Fire All the salespeople Just Yet!: “Should one fire all the salespeople?” The temptation is there and probably growing in strength weekly. That's easy to understand. Pressures are pressing on from a number of directions. It is time to look carefully at aspects of the sales system and to examine them from some new perspectives. It's...; Tags: Sales strategy, Sales force management, appraisal, firing, sales, sales force, industry; White papers 2003-11-12
How To Keep Top salespeople: From the executive summary: ‘In any marketplace, there will be a select group of salespeople who have the reputation of being the best. One of management's jobs is to have as many of the sales leaders as possible working for their company. Selecting and training outstanding sales people is the...; Tags: Professional development, Sales strategy, PRIMEDIA Business Corp., career, 401(k) plan, sales, training, job; White papers 2003-09-01
Biggest Time Wasters for salespeople: This article states that people are in habit to waste their time. It discusses some examples of biggest time wasters such as allure of the urgent/trivial, the comfort of the status quo, salespeople have a natural tendency to work alone etc. Instead of soliciting aid from others in the organization,...; Tags: Sales strategy, sales; White papers 2003-09-02
The Top Ten Reasons Why salespeople Get Outsold: This article covers why salespeople really do not know why they have won or lost business, although often they think they do. To perform a comprehensive diagnosis and provide appropriate recommendations for improvement, a formal win/loss analysis is required. In order to help in diagnosing why one may have lost...; Tags: analysis; White papers 2003-06-30
The Sales Rollercoaster – E.Q Or I.Q?: The game of sales is like an emotional roller coaster ride, with lot of ups and downs. In order to succeed, a sales person should possess a high Emotional Quotient EQ, rather than Intelligence Quotient IQ. Salespeople should polish their skills in a manner that they can read a customer’s...; Tags: Sales strategy, Sales force management, sales, game; White papers 2003-04-11
How to Make the Sale in the Marketplace: This webcast talks about how to make the sale in the marketplace by knowing what is going on when one gets there, when he is in the middle of it, and when they leave. It is discussed how to have the maximum opportunity to be successful. The reason behind every...; Tags: Small Business Network Inc., Webcast, knowledge, sales; Webcasts 2003-03-13
Developing Your salespeople: Article discusses some issues related to salespeople that the companies are worrying about these days. Few of them are like how to keep the good salespeople one have? How to motivate the salespeople? How to stimulate the salespeople to become more productive? And how to attract good quality, new salespeople?...; Tags: Salespeople, Article; White papers 2003-01-01
Where To Find Good salespeople: Most companies think that there is dearth of good salespeople. Organizations come to the aforesaid conclusion when they do not try on their part to search for the ‘right’ people. It is true that it is difficult to find the people that have ‘something extra’ in them, but it is...; Tags: Salespeople; White papers 2003-01-01
Hiring, Training, Managing And Motivating Quick Printing salespeople: This article covers the process of hiring the right person. If selling in general is a mystery to many quick printers, then hiring and managing salespeople must seem to be up there with the greatest mysteries of all time. You only need to look at the failure rate among quick...; Tags: Document management, Recruitment & Selection, Printers, Sales force management, hiring, printing, sales compensation, printer, performance, industry, survey, training, job, sales; White papers 2003-01-01
Biggest Time Wasters For salespeople: It has been observed that most salespeople waste their time tending to ‘other trivial things.’ As a result, far more important functions are ignored, which require more attention. The trivial issues include; ignoring priorities and focusing on miniscule issues, which can be handled by other competent people, sitting in comfort...; Tags: SalesVantage.com Inc.; White papers 2003-01-01
Motivating Your salespeople: From the executive summary: ‘The most universally successful way to motivate salespeople is based on discovering what the other person needs. And, smart questions give the tool for discovery. The right questions can help a company discover the needs of individual sales team members as they develop and as jobs...; Tags: talent, job, sales, tool; White papers 2003-01-01
salespeople: Objections Are Your Friends: Researches indicate that most people consider salespersons to be highly irritating species on earth. No individual likes to be ignored, but ignorance is one thing, which the salespeople have to always deal with in their profession. Experts suggest that in order to be successful, salespeople have to embrace objections. Objections...; Tags: Performance management, Small Business Network Inc., performance; White papers 2003-01-01
Motivating Your salespeople #2: From the executive summary: ‘One major profession that has a very different standard from others is selling. Whereas almost every other professional is expected to successfully complete almost everything they start, it is normal for salespeople to fail most of the time. Even if they are the best at what...; Tags: Sales strategy, Sales force management, sales force, motivation, sales; White papers 2003-01-01