The Sales Blog » Sales Management

Selling at a Big Firm vs. Selling at a Small Company by www.kasplacement.com

Ken Sundheim — Tue, 20 Jul 2010 01:53:09 +0000

As a recruiter, the best sales professionals whom I come across are not exclusively members of either a large or small organizations. They come from all corners, all walks of life, all races and backgrounds, all different types of companies. However, the one thing they share is a hunter mentality, passion for their work, intelligence and an entrepreneurial sales spirit. Regardless of personality, there is an astronomical difference between selling at a large a firm and a small organization.

Here are some concrete reasons why.

Selling at a Large Firm (our perception 1,000 + employees)

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Reduce Employee Turnover

Rob Halvorsen — Tue, 26 Jan 2010 18:34:43 +0000

High turnover in the sales department can not only cripple the overall perfomance of a sales department but can cripple the profitability of the company at large. Controlling and reducing employee turnover in the sales department is a challenge that every company faces. In this article, I will discuss several methods toÂ improve your retention rate and help reduce the high cost of employee turnover.
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Sales Associations: Are You Participating?

Rob Halvorsen — Tue, 26 Jan 2010 18:34:30 +0000

Sales associations are

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Ed Brodow’s Top 10 Rules for Successful Negotiating

paulmccord — Mon, 16 Jun 2008 01:58:53 +0000

Ten Tips for Successful Negotiating

The ability to negotiate successfully is crucial for survival in today’s changing business world. Negotiation is fun if you know what you’re doing. So for all you busy executives, here are Ed Brodow’s Ten Tips for Successful Negotiating:1. Develop “negotiation consciousness.” Successful negotiators are assertive and challenge everything. They know that everything is negotiable.“Challenge” means not taking things at face value. It means thinking for yourself. You must be able to make up your own mind, as opposed to believing everything you are told. On a practical level, this means you have the right to question the asking price of that new car. It also means you have an obligation to question everything you read in the newspaper or hear on CNN. You cannot negotiate unless you are willing to challenge the validity of the opposing position.Being assertive means asking for what you want and refusing to take “no” for an answer. Practice expressing your feelings without anxiety or anger. Let people know what you want in a non-threatening way. Practice ‘I’ statements. For example, instead of saying, “You shouldn’t do that,” try substituting, “I don’t feel comfortable when you do that.”Note that there is a difference between being assertive and being aggressive. You are assertive when you take care of your own interests while maintaining respect for the interests of others. When you see to your own interests with a lack of regard for other people’s interests, you are aggressive. Being assertive is part of negotiation consciousness.

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Can Your Company Afford to Maintain Its Current Management Philosophy?

paulmccord — Mon, 05 May 2008 11:40:20 +0000

Flip through some random job descriptions for frontline sales managers on CareerBuilder or Monster. Take a look at the job descriptions for frontline sales managers from a number of industries. Look closely at the responsibilities and duties the manager is expected to handle. What do you find?
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Will Data Ever be More Than Just Useless Numbers to Sales Managers?

paulmccord — Thu, 01 May 2008 14:19:30 +0000

For most sales managers, data isnâ€™t a gold mine of opportunityâ€”itâ€™s a quagmire of senseless boredom and useless numbers signifying nothingâ€”with one exception, of course, that bottom-line sales number.

Managers who are not working with sales metrics technology have access to a fair amount of data that can help them manage and coach their sales teams more effectively. Although call reports, pipeline reports, customer status reports, and commission reports are far from ideal in terms of compiling specific data on the sales team and individual team members, these reports can if used correctly reveal a substantial amount of data about the health and activities of the team and individual team members.
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Pass Your Knowledge and Experience Along: Get Interviewed About Your Experience with CRM, SPM or SFA Sales Technology

paulmccord — Mon, 28 Apr 2008 12:38:05 +0000

Iâ€™m looking for a few salespeople, sales managers and corporate executives to interview to be featured on The Management Curve blog.Â The Management Curve is a blog dedicated to examining and discussing how the new sales technologies of Client Relationship Management (CRM), Sales Performance Management (SPM), and Sales Force Automation (SFA) is changing and will continue to change how the sales function is managed the impact the technology has on salespeople, managers, executives, and the company.
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Technology and Change: How Technology is Changing How Sales is Managed

paulmccord — Wed, 23 Apr 2008 13:38:39 +0000

There is a new debate just beginning to bubble to the surface and it promises to be lively and the views divergent. Forty years ago computer technology sent a man to the moon. Thirty years ago computer technology began taking over the running of autos, trucks, trains and the rest of our transportation system. Twenty years ago computer technology began to change forever how small businesses are run. Ten years ago computer technology began to change how we shop, find information, and even communicate with one another.

Now, finally, computer technology is just beginning to tackle the greatest mystery of allâ€”what do salespeople and sales managers really do with their time? How do they really find new prospects? Who are those prospects? What do they sell them? How long is the sales cycle really? These and dozens of other questions are in the process of slowly being answered.
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Cutting Edge Site offers Cutting Edge Training for Salespeople and Managers

paulmccord — Mon, 21 Apr 2008 12:29:42 +0000

Today my friend Lee Salz of Sales Dodo fame launches a new business site designed to help salespeople, managers, business owners, professionals, and other business people increase their efficiency and effectiveness.Â Business Expert Webinars offers business only related webinars that cover the spectrum of business topics.

Lee has gathered together an incredible group of over 120 hand selected top experts and gurus from around the world to offer the best webinar training courses you can get are extremely reasonable cost.Â These one-hour courses are not the typical â€œcome onâ€ to sell books, DVDâ€™s, CDâ€™s, or anything else.Â These are strictly hard-core training courses taught by leading trainers and consultants in their respective areas.
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Sales Management–What’s Involved, by Jonathan Farrington

paulmccord — Sun, 20 Apr 2008 12:18:18 +0000

What any individual Sales Leader actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organization of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if this position does not exist within their company.

Essentially, however, the task of the Sales Leader is to produce revenue for their company through the operations of the sales staff for whom they are responsible. The size of this revenue, and the profit (however defined) which it should show, are usually predetermined in order to achieve the aims of company policy. The objectives which they set for the various activities which are involved in carrying out this task should therefore be derived from, and be compatible with, company objectives, such as return on capital employed, cash flow, market position, growth.
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