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More and more e-mails
are arriving in my in-box from people who hate cold calling. Here's what
they're saying:
Cold calling the old way is a painful struggle. But you can make it a productive and positive experience by changing your mindset and cold calling the new way. To show you what I mean, here are 7 tested cold calling ideas that even the sales gurus don't know. | ||||
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In my years of
coaching and consulting I have found one similarity when it comes to
hiring salesmanagers. Often times, when the opening for a sales manager
occurs, many automatically assume that the most successful sales rep is
the best choice for the promotion. However, this is often a poor choice.
Here’s why. Sales managers are a
rather complex breed. They must possess many of the attributes of sales
representatives while, at the same time, possessing the attributes of a
department head or executive. Considering that many of these are opposite
characteristics, your job in hiring and placing a sales manager may be
more difficult than you first thought. Let’s look at a few
of the qualifications most sales managers must have, and then we’ll use
the DISC Behavioral Model to determine what would make a “perfect
fit”. | ||
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When the tide comes
in, all the boats in the harbor go up! The long-term benefit of an
incentive program is to coax your salesforce out of their production
comfort zone. Once a salesperson stretches to a new level of personal
production, their self- confidence and expectations skyrocket.
Traditionally, salesmanagers have relied primarily on commission to
motivate their sales force. Unfortunately, a compensation structure based
solely on commission does not address separate motivational factors and
therefore, commission alone will not motivate your sales force to peak
performance. The challenge of designing an effective sales incentive
contest is that it should not only appeal to your top producers, but it
must also excite average to below average salespeople as well. A
successful incentive program is a mixture of awards, recognition, and peer
pressure. To encourage salespeople to reach their full potential,
successful managers personalize incentives.
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To your success!
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