The Value-Added Sales Call
– a trend with awesome implications for sales people. It used to be that being viewed as a “value-added” vendor was a desirable position to occupy in the customer’s mind. That meant that the product or service you represented brought your customer more value for the money than the offerings of your competitors. It was why they did business with you... [read more]
Q & A for Sales People:
Investing in Your Own Development If you are perfectly content with your situation and your results, if you do not want anything that can be achieved by higher performance, if you don’t want to become something better than you are, then you are perfectly content, and contentment is the enemy of growth. If you want to be or achieve something that you are not now, that
discontentment should lead you to the realization that you must change if you are going to achieve something more. And that realization should stimulate you to invest more heavily in your own development...[read more]
Unleashing a Sales Force
I believe in having a
well-designed, effectively managed compensation plan as a fundamental part of any productive sales system.
But, it’s a mistake to think that the compensation plan is the entire solution. It’s only a part.
The reason that a company will call us to help with the compensation plan is often a deeper issue. Their sales are flat, or even declining... [read more]
Sales Leader’s Q&A: Fair
Compensation
Over the years, I’ve developed some criteria for evaluating a compensation plan. Here’s one of them: A good compensation plan should be a win-win plan. That means, good for the sales person and good for the company.
From the sales person’s perspective, that means that the compensation plan should be competitive with
others in the market, that it should fairly compensate them, and that it should financially reward exceptional performance.
From the company’s point of view, it means the same things, with one provision: A good compensation plan should cost the company an appropriate amount of the gross profit generated by the sales force.
There is, unfortunately, a good deal of misunderstanding on
the part of sales people on the economics of business...[read more] Got Proactive Sales Leadership?
The difference
between a great sales year and an average sales year often comes down to proactive management. Yet, few sales managers have ever been trained in the principles and practices of proactive sales leadership.
Give your managers the opportunity to learn a five-step process proven to increase sales
productivity.
Kahle Way® Sales Management System
Seminar
June 6th & 7th
Chicago
Registration closes soon. Limited seats available.
We have never had such an immediate, positive and measurable result from any training.
This has been the single most significant investment in training we have ever made. It's changed the nature of communication within our sales team in such a way that we expect better sales representative retention rates, more highly motivated managers and sellers, a greater degree of accountability and, yes, increased profitable sales as a result!
William A. Fidler, Executive Vice President Brenntag - North America, Inc.
Prefer to talk to someone? Call us at
616-451-9377
Can Your Business Become a Spiritual Juggernaut?
In the Old Testament, we noted that businesses took on spiritual significance. In the beginning, God created work, and by
extension, business, as the venue in which he would interact with mankind. We saw that the command to be circumcised was left in the hands of the business people. We saw that business and the marketplace were the places where spiritual gifts were exercised. And, we saw that God chose business people to lead almost every major movement of His people.
All these point to a spiritual significance for the Biblical business. In the New
Testament, that spiritual significance is given a figurative shot of steroids. The spread of Christianity in the early days was, to a large degree, achieved through the conversion of households — everyone at the same time...[read
more]
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