What type of sales manager are you? Are you a sales manager, sales manager (?) or sales person? Look at these three real life scenarios and find out. But first, the setting. You are a manager in a life insurance company on a three-day sales management retreat (conference, kick-off) somewhere out of town. The CEO
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Dear Business Owner, does your after-sales service bolster or butcher your selling efforts? I’m assuming here you have an after sales service. And if you don’t, keep reading. And if you do, is your after sales service as effective as yoursalesservice? Or, do your customers suddenly become children of a lesser god once they’ve bought?
#aftersalesserviceexamples, #aftersalesservicetasks, #importanceofaftersalesservice, #whatisaftersalesservice
Dear Branch Manager, do you run your branch focused or costs and operations or sales and profit? Perhaps yours is a service centre focused purely on the former and that’s what’s required of you. And if that’s the case, that’s okay. Just know that, that’s the exception, not the norm. Still, don’t sit too pretty
#branchmanagerskills, #deliveryledmanagement, #effectivebranchmanagement, #salesledmanagement, #settingasalesculture
You will struggle to successfully run a sales team by remote. I’ll explain why shortly. But first, what do I mean by managing a sales team remotely? Well. Think of how effective, though detached, a remote control is from the TV, and the comfort it offers the user. Now then, there are sales managers and
Shame on you for doing this! You should be thrown in a dungeon and the key thrown away. Shame on you, employer, for refusing to pay sales commissions rightfully earned. Three salesmen I know faced the same predicament from their respective well known employers. One sold and leased cars. Let’s call him Juma. Juma, bagged
Sales contests. The magic ingredient in sales. The importance of sales contests cannot be gainsaid. But what do you mean by sales contests, you ask? Sales contests are, well, contests like any other, in which some win, others lose but overall the team and therefore institution thrives. Or should. The importance of sales contests Why
Prospecting frees you of the misleading notion that,“Watakuja tu”. (Fret not. They’ll come) Here are 3 reasons why you should prospect Let me state the obvious today. Because, again and again, as obvious as it is, it is disturbing how rarely it happens. Sometimes, it makes me think that if breathing was not a reflex
Sales pipeline management systems and sales administrators serve the institution, not the individual; they help in making management, not sales decisions. Sales pipeline management is a salesperson’s nemesis or ally. Pipeline management refers to a system that tracks every sale, at every stage, from initial contact with prospective buyer, all the way to its completion
Dial into your sellers’ emotion. Be in tune “Employees are not hugely motivated by their employer’s reasons for change.” As askaris continue to check our body temperatures, so too employers should, their sales people’s emotional temperatures. This article is for those employers that have chosen to retain their sales force in this crisis. We may
“Nairobi Women’s Hospital scandal is reminiscent of Wells Fargo. Because all the greedy bank wanted was accounts, the salespeople went into survival mode, forging customer signatures.” To begin with, what does Nairobi Women’s Hospital (NWH) have in common with Wells Fargo and Microsoft in the United States? Proof that when you run a business like