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Cold Calling Tips And Techniques

Cold callingRepresentatives know the importance of cold calling, as this practice is the most common way for companies to get new business and to generate new leads.

A sales management team has to realize the importance of teaching new and innovative ideas to their representatives, as these individuals need to have the latest techniques at hand so they are as effective as possible.

According to Heather Kivett, president of Resolution Systems, Inc., there are several things that representatives need to keep in mind when it comes to cold calling. Everyone has a script and general value propositions that they want to make, but it is getting to the point where this can be presented to the buyer that presents the most difficulty for salespeople. Continue reading

Leadership Work Life Balance

Leadership Life Work BalanceSales leaders need to keep both their work and life in order to maximize efficiency in both aspects, as a deficiency in one will likely carry over to the other.

A sales management team has to act as an example for their representatives while also balancing their own lives in a manner that allows for maximum performance.

Keeping a balance

Sales leaders need to preserve their positive relationships at home in order to maintain sanity when things become difficult at the workplace, according to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm. Continue reading

Sales Job Stress? Five Ways To Relieve It

Sales StressStress is not something that is exclusive to representatives and salespeople, but the fast-paced nature of the job can lead to significant levels that may need to be monitored.

A sales management team has to emphasize healthy ways to overcome stress and eliminate difficult circumstances in order to maximize the productivity of each salesperson.

According to Barrett Riddleberger, the chief executive officer (CEO) of Resolution Systems, Inc., a sales training and consulting firm, there are five ways to limit the amount of stress in the life of a salesperson. Continue reading

How Much Time To Spend With Your Salespeople

How much time to spendThe amount of time that managers spend with their representatives is often contingent on the available resources in the company and not the amount of coaching that each employee needs.

A sales management team needs to put aside time to coach their salespeople without allotting too much effort to the wrong representatives.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, the total amount of time that managers spend with their representatives should depend on the size of the role that they are in and the account that they are managing. Continue reading

How To Approach The Challenge Of A Cohesive Sales Strategy On International Scale: Part Two Of Two

Cohesive Sales StrategyWhen managers are looking to expand the scope of their business to include international clients, there are specific barriers that must be overcome.

A sales management team should try and identify the right people that can be brought in to ease this transition. This may help to expedite the process and ensure that all aspects of the respective culture are taken into account.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, some of the barriers are difficult to identify, as some of the words that are used may have different connotations in another language. Continue reading

How To Approach The Challenge Of A Cohesive Sales Strategy On International Scale: Part One Of Two

Cohesive International Sales StrategyBusinesses often need to adapt to a growing market for their product, sometimes on an international scale. This transition requires extensive knowledge of the area and the people that will be buying the products.

A sales management team needs to sit down and address the overall strategy that they want to employ for expansion while also considering a specific approach for different regions of the world.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, there are a number of different factors that a manager has to consider when choosing the international sales strategy. Continue reading

What Factors Make A Sales Incentive Plan Successful?

Sales Incentive Plan SuccessThe idea behind a sales incentive plan is that the representatives need motivation to increase the number of outgoing calls that they make. While this idea may seem obvious, it is often overlooked.

A sales management team has to sit down and identify a plan that will appropriately compensate and motivate representatives without bankrupting the company.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, the management team has to realize that representatives are in the business to make money. They are motivated by the incentives, and a more effective plan will help to increase their performance. Continue reading

Ways To Improve A Customer’s Experience At A Company: Part Two Of Two

Improving Customer Experience Part 2A disconnect between the individual departments in a company can work to hurt sales and eliminate the availability of new business. Money that was spent to improve each sector of the organization is lost when the specific managers don’t work together.

It is the job of the sales management team to ensure that each department is able to work well with other areas of the company, regardless of the specific sector where the benefits will be seen in the business.

There has to be a solid line of communication between the individual departments in order to ensure that this disconnect doesn’t occur. Continue reading

Ways To Improve A Customer’s Experience At A Company: Part One Of Two

Improve Customers ExperienceThe idea of a customer experience is one that many companies seem to struggle with, as there are many components outside of the specific department that are devoted to handling these situations.

A sales management team can influence each department in a way that will help to improve the experience for customers, and work to eliminate problems that can affect the amount of business that is generated.

Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, shared several examples for what not to do when dealing with a customer. Continue reading

Sales Management Training For A New Sales Manager

New sales managersBusiness expansion is a positive thing for a company to go through, especially in the current economic climate, but bringing in new leadership can be an impediment to progress if the right managerial skills are not taught from the outset.

A sales management team will sometimes have to hire a new sales manager to deal with a growth in the business, or to replace an individual who was not performing well. Advising this person needs to be a group effort, and the best leadership skills need to be identified in order to make this employee an effective executive. Continue reading