The 5 Skills of Great Sales Leaders Building a High Performance Sales-Team

Anyone can sell in the good times!

As a sales manager you need a road-map to help navigate and drive results in a tough market economy. The fact is, it doesn't really take a great a salesperson (or manager) to achieve quota in times of double digit market returns. But what should you as a sales-leader do when the economy hits the skids?

What are you going to do to ensure your team achieves their targets when the market is flat?

Most managers are promoted into their roles because they were "good salespeople". Managing a team is very different! Managing a sales team in tough times is very stressful. Many struggle!

How do you as the leader plan to achieve your budget when there is so much indecision and fear in the market? Think about it, do you really know how each of your salespeople are going perform in these troubled times?

For most sales-managers it takes years of trial and error to master the art of managing a team.

The 5 critical skills of Sales-Leaders:

There are 5 critical skills that Leaders must master if they are to effectively move beyond their current limitations and drive increased results, whilst at the same time engaging their entire team preventing them from being poached by the competition.

Sales-Performance Coaching has been proven to deliver the fastest and most effective sales creation vehicle to drive your growth. One-to-one performance coaching is a powerful and time tested sales acceleration strategy. When mastered, it will maximise your growth whilst at the same time help to build a foundation of permanent growth in your business.

Sales-Optimisation Planning when done effectively, is a powerful yet simple tool which rapidly generates measurable results and is easy to introduce, control and monitor for quick wins. Whilst there are many strategy and planning methodologies around, the object of the exercise must be 'execution'.If the planning process is too complicated or it lacks simple and tactical objectives, implementation gets put into the 'too hard basket'. Each territory and individual Representative should have an effective plan that focuses on execution and delivery of outcomes.

Streamlined-Sales Process - A Sales-Process Map is a powerful sales consistency creation tool which captures the science for the best way to sell your products/services in your specific market. A well designed Process includes a series of pre-determined customer-focused steps that will enable your salespeople to substantively increase win rates, build customer retention and increase revenue production on a consistent basis. Each step consists of several key activities and must have predictable and measurable performance outcomes.

Sales Skill and Capability Development - For Sales capability training to be effective it must be tailored to suit your selling environment and market. Effective skill development should be based on the principle that 70% of all workplace learning happens on the job and not in the classroom. Whilst your Team may have all been trained in a specific selling methodology, many still fail to implement the elected training methodology to extract its full value. The most effective way to boost the capabilities of each salesperson is to tailor specific selling skills based on their individual needs.

Individual Performance Motivation - There is an enormous body of research out there which points to the fact that we are all motivated and driven by different needs and wants. The most effective salesperson motivation method lies in focusing on the individual.Most sales incentives and motivational drives are generally directed at the Sales Team, whereas an individually based performance strategy delivers far superior results. An individual performance management strategy should be specifically tailored to suit each of the members of your Team with a view to drive their sales development and growth, as well as ensuring the execution of their exclusive growth plan. A programme like this will also have the added benefit of enhancing the retention of your top performers.

As one of Australia's leading authorities and coaches in sales management, Ian Segail has been involved in the coaching, training and development of sales managers and salespeople for over two decades.

Drawing on 25 years of experience in sales, sales management and leading an HR and training team, Ian brings a strong dose of fiscal reality and practicality to his works as a Sales Performance Coach.

Engaging directly with business owners and both novice and experienced sales managers alike, across a wide variety of industries and selling disciplines, the focus of Ian's work is to transform sales results for companies by improving sales management practices.

Ian is the author of "Bulletproof Your Sales Team - The 5 Keys To Turbo-Boosting Your Sales Team's Results" and a number of business articles, business reports and white papers including "The fish stinks from the head!" and "Why Sales Training Doesn't Work."

Ian has an insatiable hunger for studying selling and people management and has passionately pursued answers to the question "How come some people can sell and most can't?"

Find out why sales training doesn't work by downloading Ian's whitepaper from http://www.salestutor.com.au/Content_Common/pg-Salestutor-Tools-and-Resources-Articles-and-Whitepapers.seo

Article Source: http://EzineArticles.com/?expert=Ian_Segail

Newsletter Marketing - An Inexpensive But Effective Way To Increase Sales

Want to increase your company's equipment and service sales through marketing and promotional programs but don't have the big ticket budget for advertising or promotion?

Try using an inexpensive but effective Newsletter E-mail Marketing program.

What is Newsletter E-Mail Marketing?

The purpose behind newsletter marketing would be to promote your company's products and services, and to enhance its image and reputation as a professional, dependable, and knowledgeable entity.

Newsletter marketing offers some of the benefits typically gained from On-Hold Promotions, in that it informs the customer about promotional specials or new items and services offered by your company. But an added advantage to you is that your promotional message is delivered to your customers or prospects on a regular basis, rather than your waiting for your customers to hear your promo message only when they call your company and are put on hold. In addition, your newsletter's content gives your prospect motivation to open your newsletter and read it when he receives it.

How is all this accomplished?

A weekly--or monthly--newsletter with your company name, logo, and promotional information is created, along with news, tips, articles, advice, and information which are all selected on the basis of their potential interest to your customers. After your newsletter is approved by you, it is then E-mailed to a list of customers or prospects of your choosing.

Newsletter Format and Content

Your newsletter format is designed with these factors in mind.

* Contents of each issue includes current and of particular interest to business people
* New information, tips, news, advice, include articles and announcements about services, products, and new technology (excluding items which might promote your competitors, their services, or products), is chosen from professional articles and news releases, and replaces old copy from previous newsletter issues.
* Your company name and logo are displayed in a prominent location on each newsletter intended to project the impression that the newsletter is created and published by your company, or at least that your company is an expert in this field.
* Advertisements (except for your company promotions) from other vendors are not published in the newsletter.
* Your Company Promotions

Each newsletter will feature a special column or space designed to promote your company, its products, and its services, such as:

* Monthly equipment or services pricing discounts
* Promotional information about your company, such as new equipment and services you are adding to your line
* Special recognition, awards, or achievements of your company's executives or employees
* Personnel or management changes at your company
* Changes in company policies and services

Newsletter Service

A Newsletter service is one that is in business to help create and mail newsletters. In addition to mailing your newsletter, these services typically include reports that tell you which recipients actually open E-mails containing your newsletter.

How does this newsletter process work?

A simple four-step procedure allows you to choose your newsletter content and send it to selected prospects or customers, without printing costs or postage. All you pay for is a small fee for using the newsletter service (usually $.01 to $.02 per E-mail recipient). Or, if you work with a service that designs your newsletter and writes copy for you, there will typically be a small fee for that.

Step 1: You choose the template and format which you think will be of greatest interest to your prospects who receive your newsletter, along with a format which best represents your company, its services, products, and its policies.

Step 2: You create (and submit to your newsletter design service, if you have one) monthly specials, promotions, or news about your company (such as new products and service, upgrades, monthly pricing specials, etc.) which you'll want inserted into your newsletter template.

Step 3: Your template (if you use a design service) with your inserted company information is submitted to you for your approval.

Step 4: You E-mail your final template to a list of customers and/or prospects you have added to your E-mail list. (You can also print the one-page template to be used as a stuffer, hand out, or prospecting piece)

Using your newsletter for promotion in prospecting or in presentations to prospective customers

By including prospective customers in your Newsletter E-mail list, you keep your company name information in front of prospective customers, so that when they decide to purchase systems or service you can provide, your company will be one which the prospect contacts for quotes or information.

In following these simple steps, even a manager with little or no experience in newsletter marketing will be able to easily create an effective tool in marketing his products and services.

Garry Steck is publisher of Telcom Today, a newsletter for managers of telephone sales and service companies across the U.S., in addition to his 30 years as an independent telecom consultant. Among his most successful marketing programs, he lists newsletters as being near the top. He says a large portion of his new clients came to him as a result of his company's newsletters.

You will find reprints from his newsletter articles on telecommunications on his website: http://www.telcommgtassociates.com

Article Source: http://EzineArticles.com/?expert=Garry_Steck

Grab Cheaper Contractor Prospects Online

Have you ever felt that you have done every thing to ensure your company's success? Have you often wondered why despite pouring blood, sweat and tears in order to make your business come alive, it has remained comatose? Are you on the verge of giving up due to these seemingly endless woes?

Hold on! There is still hope. Maybe the reason why you couldn't get any customer is because you have been looking at all the wrong places. It is a must that cheap contractor prospects are available to you to land your ideal clients and ultimately, dream jobs. So where do you think is the best place to do that? Ask no more because it will be revealed to help you out.

The world wide web, or more fondly known as the internet, is the greatest way to obtain cheaper contractor prospects. It is an immense resource area that has helped people learn new skills, improve their craft, and do business with partners even if they are separated by a thousand miles.

Use this, too, to study your clients. Learn what their wants are and how to make your services more affordable. Create a standard business template that you can use for every customer but at the same time, allow room for individual variations and differences. You may even recognize threats from other competitors by utilizing the internet. If you can do that, you can overcome that threat and convert it into an opportunity to market your company's strengths.

The net will also act as your face in the virtual world. Therefore, it is a must that you make an interesting website filled with pertinent details regarding your company. Give a rundown of the items that you are selling as well as the services you are offering. A price range is not really necessary but it can help viewers decide if they can afford what you are hawking. Leaving a message box may also prove to be helpful because clients may have concerns you need to answer and doubts that you must clarify. Lastly, your contact information will prove to be an invaluable tool to for clients to reach you without leaving the comforts of their rooms.

Having former patrons to speak about you candidly in a testimonial forum will also add to your chances of grabbing cheap contractor leads online. You can tell them to just speak their mind on what they liked best about your company, whether it is your friendly public relations personnel, your value for money services, your pioneering products or all of the above. Nothing beats the personal experiences of these former clients in terms of advertising.

Now, instead of moping around like a depressed loser, raise your head up high and focus your attention on these tips in catching cheaper contractor prospects online. You will surprise even yourself with the endless possibilities that are available once you have taken the initial step. If this business offers you a challenge, do everything to overcome it.

May the force be with you.

Thomas Johnsen is the Author and Leading Expert on High quality contractor leads and the creator of the publication How to Find Contractor Leads. Visit the site now to find easy-to-understand step-by-step guides on locating contractor leads available online today.

Article Source: http://EzineArticles.com/?expert=Thomas_Johnsen

Direct Sales - The Latest 3 Exciting Secrets to Boost Your Sales

Before I share you with my secrets, let me explain first what direct selling means. This is the process of selling products and services to clients without using middlemen. That means, sellers and buyers are the only persons involve in the transaction.

Here's how you can boost your direct sales:

1. Use telemarketing. I am well aware that there are quite a lot of buyers who despise getting calls from marketers that they do not know. However, research and studies confirm that telemarketing is still one of the best ways to connect with your target market and to sell your products and services. The key here is mastering phone etiquettes (when to call, what to say and not to say, etc.) and knowing the best ways on how you can excite and later on, involve your customers in the selling process.

2. Direct mail. Write a compelling letter that talks about the problems or needs of your target market. Make it sound personal by empathizing when needed. It's important that you make these people feel that you do understand where they are coming from. Then, talk about your products and services. Highlight their features and benefits and present them as the best solution to the problems of your prospects. Sign the letter and if possible, include your most friendly-looking photo to add personal touch.

3. Do face-to-face selling. Although this is one of the most difficult and time-consuming ways to sell your products and services, this is definitely one of the best. Consider paying your prospects a visit and bring along your products. Aside from telling your clients how your products were made, their selling points, and their competitive advantage, you can also do demonstrations so these people will see how your offerings really work.

Do you want to learn more about how I do it? I have just completed a brand new free guide. Download it free here: Internet Marketing

Do you want to learn how to use articles like this to drive targeted traffic to your site? Click here: Article Writing Guide

Keep Your Own Profits Satisfied and Your Customer Satisfied, in That Order

When it comes to genuine profit, it is a law of pure persistence. Persistence so pure, it has to be combined fully with patience. Sales comes down to a law of persistence and averages. The more you call, the more you will get, even if you have to repeat some, sort of like how George Herman "Babe" Ruth got his home run record while striking out the most in baseball. So, this article is about keeping the customer and your own profits rationally satisfied. In life, the best you can do is fail forward and succeed back. Now, what do I mean by "fail forward and succeed back"? Well, I mean this: Failing forward is to practice the law of persistence and adjustment until you do succeed. And succeeding back is simply doing what works and honing it consistently until you get consistently successful results.

Indeed, genuine profit comes through genuine persistence and rational adjustment. So, in this case, the only way to genuinely succeed consistently is to "succeed back". If "beginners luck" were the rule all the time, then we would have a sickeningly perfect world with no room for growth. Growth is the key to real wisdom and necessary, otherwise there would be no need for natural law or even time or even learning of any sort. In short, it would be an uninteresting world and a genuinely unprofitable world with this sort of certainty. Sure, this sort of certainty sounds desirable until put into practice, then you do see what I am writing about.

Integration and rational living is the key, along with persistence. A genuine quitter is a person who in many ways quits before they do succeed. A genuine quitter does believe in "beginners luck" and not success after persistence.

To define a winner, a consistent winner is a person with a genuine ability to assimilate, learn, "fail forward" and "succeed back", as I defined it in the first and second paragraphs. A genuine loser is a traditional quitter that does not persist no matter what to ultimate success. Like the man who lost the patent to the telephone because of the turn of a screw on the telephone to create a device to talk over long distances with and not sing over long distances with. My point is simple, success can happen at any time, all you have to do is persist well and honestly adjust your approach. This is not just the reality of the situation as I see it, this is how existence, success and the universe work. So, although I have keep the customer satisfied second, and keep your own profits satisfied first in my title, they both go equally hand in hand. You cannot have profits without good customers and you cannot have good profits without being willing to consistently do business honestly and persistently. Both things require bringing out the best in yourself and people, no matter what.

Sure, what I am saying has been said many ways and many times, but, what genuinely works is what genuinely works. As a law that never changes, but, it can always be indeed honed and bettered, always. When considering genuine winning, there is no mission that is impossible without genuine persistence. Anything rational can be genuinely done if a way is found to do it. That is the fact. In fact quitting is a mystical unreali6ty as proven by the body of this article, unless "genuinely" considering "beginners luck" and silly games like that. Sure the rational definition of luck could be preparation meeting opportunity. But the idea of "beginners luck" is the real irrationality, for it happens rarely because it violates natural law for the most part. Right down to winning a lottery instead of earning the equivalent money. Earned money always has more value no matter what could be said for "not putting out the effort". After all most unearned money drains away and is quickly spent like water through a drain running without being used when considering the history of most people that do win lotteries. What is earned is generally taken care of better. It is as simple as that.

So, to end this article to keep your profits and the customer satisfied, persistence and effort is always required. Without exception we see this in all successful businesses, even those that do "have beginners luck" in conducting. Because there are no exceptions to what invariably works.

The Importance of Pre-Sell Preparation

You will find it is not sufficient to sell yourself on the value of your product just once. For a time at least, you should sell yourself every time before you approach a customer, whether it is on the internet or in person. The large number of objections that will be made to your goods by customers will have a tendency to put your mind in a negative state about the quality of your product. So before ever speaking to a customer, review everything positive about your product and make sure YOU are sold on it.You must sell yourself over and over again, until you have a reservoir of positive facts about your product that is inexhaustible; until you have at least two or three answers to every objection a customer can make.

Constant study of your product will bring new points to mind. Jot these points down and use them in outlining your sales talk or webpage copy.

It will require all your ability to keep your mind positive. It will require all your memory-power to retain the positive facts concerning your goods. It will require all your imagination to generate the enthusiasm which is so necessary in selling a customer.

Think right thoughts and you will soon be a confident, aggressive, optimistic salesperson that no customer can withstand. As a matter of fact, no customer will want to turn you down if you are a high-grade salesperson, because everybody likes to add to the success of an already successful person by doing business with that person.

The biggest thing in the world is not financial success. It is in being a "real person" in every sense of the word. Although you may not fully realize the great importance of character and personality and education to success, you will find in your actual work that, other things being equal, the "real person" earns the biggest income.

When you think of selling a particular customer you should mentally go through the sale, and decide just what you intend to say and do during the sales talk. You should decide just how you are going to approach this particular customer, in view of what you know about them. You should select the points that will give this type of customer the best understanding of your goods. You should work out the appeals that you are going to make and use only those that will convince him he needs your product.

You should outline the suggestions and reasons why that will bring him to the decision. You should give most careful consideration to what you are going to say, and the particular thing or things you can do to close him on the spot.

Now you are wondering how you get information about the contact. That is really beyond the scope of this article, however when searching for leads, even on the internet, get as much information as possible and then use that to develop a picture of who you are dealing with. Obviously they are looking for something you are selling or they would not have submitted their information in the first place.

It is good to have a script, but do not read from it. Use it to practice what you will say until you have it cold. There is nothing worse for sales than a stuttering, bumbling sales person who appears clueless about the product. Remember that those highly successful infomercial people have scripts they have rehearsed over and over again just like an actor. Why? Because you ARE an actor/actress and you are trying to sell your product with your performance and knowledge.

Positive Thinking As an Aid in Creating Confidence During a Sale

Think you are going to win in every sale. The fact that you do not close each sale does not mean that you are a failure in that line, as it may only be necessary to close one or two sales a day in order that you may earn a good living. There are some high end stores where 1 sale a MONTH is considered a success.

But you are surely a lazy and inefficient salesperson if you do not work your line for all it is worth. A positive attitude of mind will keep you from becoming discouraged when business is apparently poor; and it will whet your appetite for more and still more business, when business is good.

When you think of a prospective customer as being willing to listen to what you have to say, your mental attitude and the radiation from your personality will be positive; and the customer will feel the influence when you go into his presence.

Remember this, however, that this attitude of mind must be reached during the pre-approach. It is largely the result of your investigation of the conditions that surround a customer and the facts that you have been able to learn about the customer himself.

Salespeople, as a class, have to work harder mentally to succeed than do many other classes of workers. It is right that this should be so. The reason is that salespeople deal with ideas, people, and things; while mechanical and inside employees deal mainly with things. It is much harder to handle people than things.

You may rightly estimate that the average working person uses about 20% of his/her energy in thinking and the balance in working. The salesperson, on the other hand, uses 20% of his/her energy in working and the balance in thinking. The average worker or mechanic soon becomes accustomed to handling his tools and very little creative thinking is required to do work in a creditable manner.

The salesperson, in order to do the most creditable work, must be educated in salesmanship, progressive, courageous; in fact, she/he must be able to overcome conditions where the average person would fail. It is not surprising then, that the salesperson must have some way to keep himself positive in mind, body and will. Regardless of conditions YOU CAN MAINTAIN A PROPER MENTAL ATTITUDE. You can master yourself and make sales even on off days. You can sell every customer you make up your mind to sell. It is even a good idea to take extra time in selling a hard customer, when you have it to spare, to convince yourself that any customer can be sold when the salesman wants to make the sale.

Think success thoughts. If you think of making sales, you will make them. You cannot think of making good and fail. You must succeed if you think success. If you believe in yourself, others must believe in you. If you believe in your own ability, you will prove you have it. You will perhaps try new tasks, and increase your power to do and to achieve.