The economy is hitting every aspect of business hard. However, if you are managing a sales team you have an even tougher challenge–motivation. The upside is, if you get this right you are in for big wins.
Expect Wins
Expecting failure is a sure fire way to get it. You should continue to expect performance even when [...]

Increasing your sales contact rate and sales conversion should not be a mystery. It takes discipline and diligence. Is your contact management system designed to maximize sales performance? If you are operating off an Excel spreadsheet or flipping through contacts in Outlook or ACT!–you are static. These are not contact strategies–they are contact miracles.Here are [...]

Sales is hard. It runs on emotion–full of ups and downs. That is why having a daily plan is so important. It certainly won’t be everything you do, but it will be a foundation for sales growth. Make it simple. Work it.

Build Daily Contact List: Query, by last contact date, your daily contact list. Some [...]

Sales contact management should discipline YOU. It should look at your contacts and understand what stage of the process they are in, when they need to be called next, when they should be sent a specific communication by email.
Sales contact management is not about you looking into a dead database and trying to decide what [...]