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Doing Business Online — Private B2B Exchanges
Business processes are the building blocks of an enterprise. If one of these processes fails to live up to its expectation, business starts to flounder. How to minimize the risks, get a better monitoring of the processes and, at the same time,...
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Albert Einstein once said “The definition of insanity is doing the same thing over and over again and expecting different results”. Think about this quote for a second and ask...
Selling Sales to Customer Service Agents
The Sales Stigma
Somewhere along the way sales got a bad rap. I'm sure all of us
can relate to having dealt with a salesperson that made us
uncomfortable, pressured us into making a decision, or even
mislead us about the product or...
What 80% of Businesses Don’t Know: Tips for Improving Your Working Capital Management
What is the number one way to prevent failure in business? Take a minute to really think about your answer. What comes to mind? Increasing patients or customers served? … Effective marketing? … Location, location, location? … Improving patient...
What is an Investor Ready Business Plan
What is an Investor Ready Business Plan
A Business Plan, as all good entrepreneurs starting out in life should know is the foundation, or rather a springboard, towards the establishment and growth of a new business. A business plan is an...
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The Traits Of Great Sales Leaders
The key to sales performance is the quality of an organization’s salespeople. That includes, and starts with, having a great sales leader. But, what makes a great sales leader? There isn’t a single extraordinary defining characteristic. But, there are common traits and practices.
A profitable growth focus is the foundation of the great sales leader’s operating approach. Sales strategies are built around acquiring and retaining business. The strategies are particularly defined, disciplined and resolute. Losing revenue (and therefore growth) that was hard fought for is unacceptable.
An ability to energize and inspire sales resources to achieve high performance standards distinguishes the great sales leaders from the ordinary. They use every opportunity to unify subordinate managers and energize sales resources – creating a singularity of belief, purpose and esprit de corps.
Great sales leaders regularly communicate their high performance standards, encouraging and pushing to make profitable growth happen. There is little tolerance for the uncommitted. Low performers are swiftly removed. No one who works for a great leader has to wonder what the leader expects or wait for an annual review to find out whether his or her performance is satisfactory.
Disciplined sales processes guide the action plan for field sales resources. Tools facilitate customer management and tally the conversion of leads to
customers. The sales pipeline and customer management system reveal what’s working well, what’s not, when and why. In combination, the processes and tools drive continuous refinement of the customer acquisition approach to ensure accomplishments match expectations.
While they spend considerable amount of time in the field and are involved in the sales effort, great leaders achieve results through the delegated responsibilities and accountabilities of their people. They resist the urge to jump in and save or close the sale, recognizing that sales people will neither rise to higher levels of competence nor assume accountability for results without having had the experience of handling difficult situations themselves.
About the Author: John F. Tallitsch is the founder of TopMark, a consulting boutique specializing in sales effectiveness and sales compensation. TopMark helps companies create finely-tuned, results-oriented sales capabilities through solutions encompassing: customer segmentation and targeting; sales strategies; sales force and territory design; performance-driven sales incentives; and talent strategies. You can contact John at 440-963-1240 or visit http://www.top-mark.com for more information.
Source: www.isnare.com
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