When I did my research for this article, trying to see what statistics are available about how sales professionals spend their time, I got some very useless information. Things like "24% of the salesperson’s time is spent on generating leads and researching accounts." How is that useful information? First, is 24% of my time working at this too much? What is the right amount of t … [Read more...] about Setting Priorities: How Do You Spend Your Selling Day?
Archives for November 2014
This article is dedicated to sales managers. We have discussed a lot about methods and tools that assist salespeople in their work, but how can we help managers? What is the important information they need to work effectively with the team? Contrary to the conventional wisdom found in many companies, when it comes to sales productivity indicators, less is more. That is, just a … [Read more...] about How to be Highly Effective in Sales Management
Full disclosure: that title is deceptive. Intentionally so. It implies that I am going to show you some surefire ways to shorten your sales cycles and get to the win faster. Well, I am going to show you those surefire ways, but they won’t lead to a win. Shortening the sales cycle never does. First, we need to understand what the sales cycle is, and what it isn’t. Here’s what it … [Read more...] about 3 Ways To Shorten Your Sales Cycle
Occasionally, I go to the LinkedIn sales forums to see what's on the minds of salespeople and the problems they are struggling with. I get frustrated though, because as the owner of a commercial sales application development business, I am frequently not allowed to post my two cents worth because it is “self-promotion.” Recently, a sales manager was asking, "What is the best an … [Read more...] about Forecasting Analytics: The Sales Cycle Length
Ed. – Fortunately we have enough interesting and compelling content here at The HUB that we can dig into our archive and still offer up something that you should find, well, interesting and compelling. Today we’re re-publishing John Darrin’s take on sales tactics and strategies for selling to sales pros. I get a lot of calls from telemarketers – tele-sales people really, becaus … [Read more...] about Selling to Sales Pros