Monitor Sales Activity With This Free Sales Activity Tracking Report
In the world of sales, we track everything and tracking sales activity is a major responsibility for every sales rep and sales manager. I can’t think of any job that monitors activity and performance the way we monitor sales reps. It is for that reason, the National Sales Center developed a free sales activity tracking report. Read the rest of this entry »
Oct17
How To Structure A Year End Sales Plan
Posted by Nick in Corporate Sales Training | 0 Comments »
Year End Sales Plans That Work
Most corporations end their Fiscal Year as the New Year Ball falls in Time Square. This makes the fourth quarter a very busy period, especially for the Sales Organization. Here is some advice on how a sales team can get the most out of their year end sales plan. Read the rest of this entry »
Oct2
Reduction In Force Issues For Sales Teams
Posted by Nick in Corporate Sales Training | 0 Comments »
Advice On Reduction In Force (RIF) In A Sales Organization
It was just announced that the September 2009 US unemployment rate reached 9.8 percent. Not too long ago we were told it would not reach 8 percent. My focus is Sales Organizations and many sales teams are facing their third or more Reduction In Force (RIF) since the economy took this nosedive. I have some advice for those involved in a Reduction In Force (RIF) as it pertains to a Sales Organization. Read the rest of this entry »
Sep24
The Problem With Sales Rep Performance Evaluations
Posted by Nick in Corporate Sales Training | 0 Comments »
Sales Performance Review Evaluation Issues
Yes, we need Sales Performance Evaluations but we also need to get them right. Unfortunately, that’s not happening in many large corporations. Let’s look at some of the issues concerning sales performance evaluations and how we can improve the process. Read the rest of this entry »
Aug22
Best Day of The Week To Have A Sales Meeting
Posted by Nick in Corporate Sales Training | 0 Comments »
When To Hold A Weekly Sales Meeting
Sales managers often ask me when is the best day of the week to hold a sales meeting. My take on this subject is a little different but I can tell you it worked well for me during my career. Some days are better days than others and the key is to get the most out of your sales meetings. Read the rest of this entry »
Aug5
Selling To A Committee Tips And Advice
Posted by Nick in Corporate Sales Training | 0 Comments »
How To Sell To A Committee
So much of corporate sales involves selling to a committee. You can’t ignore any member of that committee but you can simplify the sales process. I have some tips and advice about selling to a committee. Read the rest of this entry »
Jul26
Sales Force Training That’s Effective
Posted by Nick in Corporate Sales Training | 0 Comments »
How To Make Sales Force Training Work
Sales force training has its problems. To start with, it can be very expensive and then you to take your reps out of the field. No wonder so many organizations shy away from sales force training. Well, all that’s about to change. I have some advice for you on sales force training. Read the rest of this entry »
Discover Strategic Selling And How It Works
By, Nick Moreno
Some sales reps ramble on and on with no direction or strategy. These reps get crushed when their up against a rep that knows all about strategic selling. I have some information for you about strategic selling and why it works. Read the rest of this entry »
Jun10
Sales Ranking Reports by Nick Moreno
Posted by Nick in Corporate Sales Training, Uncategorized | 0 Comments »
Sales Ranking Reports Keep The Team Focused
No other department’s productivity gets tracked, monitored and analyzed as much as the productivity of the Sales Department. Not only do they want to know what was sold, they want to know how much will be sold, in the next 30, 60, 90, 120 days! Read the rest of this entry »
Compensating Sales Reps Made Easy
Developing sales compensation plans can take many twists and turns. Obviously, commissions must be used as a prime motivator. Also, most corporate sales compensation plans include a salary. In this article, I want to explore additional elements you may use in a plan to compensate sales reps. Read the rest of this entry »
May27
How To Design Effective Sales Territories
Posted by Nick in Corporate Sales Training | 2 Comments »
The Best And Most Effective Sales Territory Designs
My first sales territory was single building in New York City. Fortunately for me that building was The Empire State Building. I started at the top and worked my way down the stairwell. It’s much easier to walk down the Empire State Building than to walk up it. Read the rest of this entry »
May20
Mid Year Sales Plans, Reports And Reviews That Shine
Posted by Nick in Corporate Sales Training | 0 Comments »
Get Ready For Your Mid Year Sales Review
Hard to believe but it’s almost time for those mid year sales reviews. I don’t care if your company calls these sessions Plans, Reviews or Reports or a combination of all of them. These mid year sales reviews are serious, especially if you are under plan. Here is some advice that will help you with your Mid Year Sales Report. Read the rest of this entry »
May13
Customized Sales Training May Not Be The Solution
Posted by Nick in Corporate Sales Training | 0 Comments »
Advice About Customized Sales Training Programs
Customized sales training programs are presented as programs designed for a specific product, industry or company. Sounds good on the surface but what do you get when you peal back the onion? Let’s take a look at the pros and cons of customized sales training programs. Read the rest of this entry »
May11
Train The Sales Trainer To Improve Effectiveness
Posted by Nick in Corporate Sales Training | 0 Comments »
Sales Trainers Also Need Sales Training So… Train The Trainer
It’s not easy being employed as a staff member of a corporate sales training team. There is always some new product being introduced and a “new hire” training class that must get scheduled. However, sales trainers also need to stay ahead of the curve and get updated sales training. I have some advice on why it’s important to train the sales trainer and why it is the key to sales success. Read the rest of this entry »
E-Mail Is Detracting From Selling Time
Sales People Must Manage Their E-Mails
Salespeople only have about ten hours a day to contact clients and prospects. We commonly refer to this time span as “selling time”. These are precious hours and how we use them dramatically affects our productivity. However, there is one culprit that is constantly taking more than its fair share of “selling time”, E-Mail. Read the rest of this entry »
May2
Advice About Improving A Sales Team’s Morale
Posted by Nick in Corporate Sales Training | 0 Comments »
The Morale Of Your Sales Team Is Key To Success
When the economy is hot and people are buying, sales morale is often not an issue. It’s not hard to keep a sale team motivated when sales are up and commission checks break records. For too many, it’s a different story in today’s environment. In today’s world, managers have to overcome the effects of lower sales, job insecurity, reduced budgets and financial stress. Let’s explore ways to increase a sales team’s morale in this, or any economy. Read the rest of this entry »
Apr24
Training Salespeople To Sell More Drives Success
Posted by Nick in Corporate Sales Training | 0 Comments »
Why You Must Make Training Sales Reps A Top Priority
Many companies would like to spend more time training salespeople but still feel their development efforts earn a passing grade. Unfortunately, many of these companies train their salespeople on subjects that have nothing to do with sales skills. They lump all training in one bucket and that’s simply not good enough. Let’s get serious about training salespeople to sell more. Read the rest of this entry »
Sales Rep Turnover Is Bad For Business.
I’ve seen too many sales organizations fall apart due to high sales rep employee turnover. First, let’s look at the damage sales rep turnover causes and then let’s look at ways to retain sales reps. Read the rest of this entry »
Discover A New Sales Resource For Sales Reps
Just a few hours ago, I set up a new resource for salespeople. I felt there was need for sales reps to get quick answers from experts whenever they had a sales related question. I also wanted a sales resource where experts could share articles and where salespeople could share best practices. Read the rest of this entry »
The Best Sales Trainer
At times I’m asked who is the best sales trainer. Anticipating my response, the question always begins with “aside from yourself”. Fact is, I know of many sales trainers that could fall into the category of best sales trainer. If I had to decide on one, I would pick the one that opened my mind the most. Discover why I picked this person to answer the question of who is the best sales trainer. Read the rest of this entry »
