| September/October 2004 Features |
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10 Questions Every Sales Manager Should Be Asking Himself
- What career stages are my Reps going
through?
- Where is my boss on his/her career
track?
- How does that impact my career?
- Where am I on my career track?
- Is that impacting how I approach my
reps and my manager?
- What is the best thing I can do to
raise the performance of my sales reps?
- Why would career stage matter?
- Does someone looking toward
retirement need coaching?
- I'm looking toward retirement why can't I
just coast?
- What other possible factors are
impacting my coaching ability?
Asking and answering these questions are
critical to the long-term
success of your sales organization.
Call Systema today to help you make the right
performance improvement investments in 2004.
Find out more
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Greetings,
Welcome to the on-line edition of Systema
Viewpoints, our newsletter for sales management
addressing performance improvement.
The field of sales performance improvement is filled
with jargon and old ideas about what works and what
doesn't. Through our 35 years of experience and
research we have discovered how to insure
that our products and services deliver bottom-line
results. Let us share with you some of our
discoveries.
Viewpoints is published bi-monthly and only sent
to our clients and visitors who ask to be put on our
mailing list. If you decide that this is not for you,
just follow the directions at the bottom of the
page.
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| Coaching Rookies and Veterans - Developing an All-Star Sales Team |
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All teams are made of players at different levels in
development; the rookie, the core players and the
veterans. Each has their own destiny and each has
their own unique issues. This is true of all teams -
sports teams as well as sales teams. And your job as
sales manager is to coach ALL your players
into All-Stars given the developmental level of each
player.
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Continue... |
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| TIPS & IDEAS - Quickest Way to Increase Sales |
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It's often said the quickest way to increase sales is
to train your salespeople to sell more effectively. And
there's one surefire way to improve the selling
behavior of your sales force that is so obvious it's
often missed. It's the quickest method of all... more
effective than many large-scale sales training
programs, courses, techniques, and strategies
concocted to streamline selling. What is it?
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Quickest Way to Increase Sales |
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| Sales Manager's Challenge |
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You have just been hired as the new sales manager
for an experienced sales team. The numbers look
good and the team seems to be out there selling.
There are the stars. The 10% of the reps that are
really going strong. But what about the rest of the
team? Are they putting the effort in or are they just
giving enough to get the numbers. But they are an
experienced team. They know how to get the sale.
But do they have the energy to maximize all the
potential sales available in their territory? Our
research shows the answer to that question is
NO!
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Meet the Plateaued Sales Rep. |
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| Mini Case Study - Helping the Manager Coach |
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An east coast consumer service provider had
established a new division with a desire to
dramatically expand their sales. To achieve this
result, many seasoned sales managers were brought
over from other divisions. The client believed that
with these experienced sales managers leading the
new division significant growth would be achieved.
However, after the initial excitement of the new
division, sales lagged and the account reps
seemed to lack motivation.
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Find out how Systema helped |
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