Every sales manager likes to think that he or she is doing the absolute best job possible, but in many cases short sightedness and the lack of a strategic plan are costing the company money. The fact is that all too many sales managers and sales forces are so focused on the short term that […]

There are many important aspects to a successful sales career, but perhaps no factor is as critical as learning to build a solid foundation. Building a solid foundation includes developing your work habits, focusing your attitude, and learning to implement solid time management skills in your day to day operations as a sales professional.

Every smart business owner understands the importance of establishing a solid sales and marketing program, but it can be difficult to find the right way to create such a program. One of the most effective ways to get a new sales force up and running quickly is to hire a sales trainer or a sales […]

Everyone in the highly competitive world of sales understands the importance of generating high quality sales leads. The importance of sales leads simply cannot be overestimated, and every sales professional understands how quality leads can grow company revenue, profits and of course commissions.

It may seem that studies in psychology and human behavior would be totally divorced from the hard cold world of sales, but in fact these studies have a great deal to do with buying and selling. By understanding why consumers behave the way they do and why people buy the products and services they […]

In the ever competitive world of sales, one of the chief challenges companies face is the recruitment and retention of top performers. Companies large and small routinely lure top sales performers to greener pastures with promises of higher commissions, better working conditions, shorter hours and even big prizes. Keeping those top performers happy and working […]

Many people think that Sales Jobs and Marketing Jobs are the same. However, this is not the case. Sales is one activity of the entire marketing process. A Marketing job involves finding out what product or service customers want, presenting a product with the appropriate features and qualities, and then promoting the product by telling the […]

Demand for talented sales professionals in the insurance industry is increasing every day. The Insurance sector offers ample opportunities for capable sales persons with expertise in a wide range of insurance and financial services. Professionals with knowledge and experience are earning handsome compensation in this field.

Are you a sales manager trying to become a better resource for the people under your supervision? This article begins with a common idea. If you work on changing yourself, you will evolve; if you can get other people to change themselves, then they will evolve. If you get a team of people to change […]

One of the first qualities I look for in a potential sales candidate is whether or not they are proactive. One way to understand the term “proactive” is to read Stephen Covey’s bestseller entitled “The 7 Habits of Highly Effective People.” He presents detailed discussions of the seven habits. His first habit is the idea of being […]