Sales Management Group


Sell the Way Your Customers Want to Buy

In the good old days, buyers routinely met with salespeople to learn about their products and to begin a dialog about possible needs. Along the way, they developed a relationship. Buyers were happy to have introductory meetings with salespeople. They were valuable sources of information, not only about their products but about the industry. Salespeople, […]

Are You Selling Products or Selling Value?

Here are three ways to sell a product. In this case, the product is a hypothetical computer system called Titan 2000. Features: The Titan 2000 processes 1 billion instructions per second. Benefits: The Titan 2000‘s computing power is comparable to other models in its class but at a significantly lower cost. Value: I understand reducing […]

Are Your Sales Reps Spending Time on the Right Accounts?

Riley is a sales rep with Titan Technologies, a hypothetical company. She sells a complex $500,000 solution that streamlines manufacturing processes. Her sales cycle is usually 12-18 months. The effort is intense and time-consuming for her. Riley can’t afford to spend six months on a project only to discover the prospect and Titan weren’t a […]

You’ve Got a Sales Strategy. Do Your Sales Reps Have One?

Your company’s sales strategy is complete. You’ve identified the market segments and the types of companies you want to reach. You know what offerings you want to sell.  You’ve got a clear message. All your sales tools and marketing programs are in place. You’re ready to go. But what about your sales reps? Without them […]

Sell More, Spend Less – Part II

In our previous newsletter article Specialize: You’ll Sell More and Spend Less – Part I, we described a new sales structure. This article discusses the new structure’s financial impact. Let’s recap briefly how the sales organization would change: Field Sales has fewer responsibilities and focuses exclusively on face-to-face selling and closing deals. Inside Sales assumes […]

Specialize. You’ll Sell More and Spend Less

Would you like a sales team that sells more and costs less?   We thought so.   In that case, we’ve got one word for you:                                    S P E C I A L I Z E   By having […]

What Peyton Manning Can Teach Your Sales Team

Peyton Manning announced his retirement from football last week. Whether you are a fan of the Denver Broncos, Indianapolis Colts or any of the other 30 NFL teams, you’ve got to admit that Manning is one of the all-time greats to play quarterback in the league. Manning’s career is remarkable not only because of the […]

Sales Territory Plans: Where the Rubber Meets the Road

  Most companies do strategic planning in September and October, but the fourth quarter is not the best time for your sales team to plan. They’re focused on closing out the current year.    In January, you recognize team successes for the prior year, assign sales targets and quotas, and kick off the new year.  […]

Sales Compensation – It Pays to Spell It Out!

When discussing compensation, sales reps and sales managers often focus only on the most obvious issues: quotas and commissions. The sales reps care about earnings. The sales managers care about results. But it’s a lot more complicated than that. The Devil Is in the Details To protect the interests of all parties involved, make sure […]

Sales Compensation – Pay For The Results You Want

We recently met Tom Hopkins (name disguised), the CEO of a successful industrial equipment distributor. When Tom bought the company a few years ago, he inherited a competent sales team. But there was a problem. Tom’s sales reps were “farmers,” not “hunters.” They were very comfortable selling the products they knew through the people they […]

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