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We begin with this basic premise: Sales cannot be managed. Sales are the OUTPUT of a process. By the time revenue and the associated margins are generated, everything critical to the function of selling has already been done. Lead generation, prospecting, qualifying, presentations, and negotiations have occurred well before a sale hits a company's books.
This is undeniable truth.
Unfortunately, this is also true: A sales organization’s performance is typically judged by the output of sales revenue and margins. Their level of performance, therefore, is determined by something that can't be managed. |
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Think for a moment about your intentions when you engage with a Sales Training organization. Your goals are probably very simple – give the Sales Team the skills and knowledge to succeed. So your intentions are good.
What about your Sales Reps? Contrary to what most people assume about Sales Reps – they are resistant to formal Sales Training – the vast majority of Reps are professionals with a strong desire to succeed. They want to know what to do to be successful. So their intentions are good also. |
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The Apple iPad is a salesperson's dream - a product with pent-up demand and little, if any, competition.
Chances are, if you had the opportunity to sell a product like the iPad - a high demand product with no competition - you would jump at it. Any rational Sales Professional would. The truth is this is one of those rare situations where a product sells itself. The only skill or training needed by the Sales Rep is to get out of the way and let the orders flow. |
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There has been encouraging news lately about the initial signs of an economic recovery. The worst of the job losses appear to be behind us and many of the other key economic indicators are showing signs of stabilization. So as a Sales Executive - who by definition is someone with a positive outlook on life - why aren’t you feeling confident? |
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According to the TV rating firm Nielson, approximately 150 million people watched at least part of the Super Bowl game between the Indianapolis Colts and New Orleans Saints. The ultimate game of the NFL season is always one of the highest rated shows each year. |
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