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
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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
When your mother did something that was your responsibility, you knew it wasn’t a favour- a thunderstorm was brewing. Exhibit. Execute. Exit. A three-step process to dealing with an errant seller. Errant here does not refer to the idiosyncratic nature of most stellar sellers. For instance, the super star corporate bank relationship manager who just
Effective sales management requires the manager to have his nose in other people’s business. The effective sales manager has his nose in his sales team’s personal business. “Do not bring your personal problems to work” is an oft-quoted admonition that rings sour to successful sales management. And personal problems could range from the mild, “My
A salesperson’s performance is limited to the extent of his craving What do these three sellers have in common? The hawker who runs after you in traffic to complete the sale (or, start one because you showed interest in his wares). The seller at the stall who enthusiastically beckons you to his store with, “Karibu
Don’t hold your breath for long, hoping to lean on “marketing took up my time” as a reason for explaining the shortfall in numbers. No one will buy it. Here are organizational aspects that may impede the sale. Titles Your title is meant to portray what your employer wants to project of himself through
There is no formula in selling. I was told this by an experienced salesperson who has sold in the financial sector for over a decade. Today he heads over 500 sales managers and sales people countrywide. In a way he was right and this is what I wish to explore today. Let’s consider the sales
The unspoken sentiment is that this is no longer a ‘business’ problem but a Sales problem. That profit raking salespeople come automatically. What the business soon realizes is that a sales team is a different kettle of fish “Sara, have Sales do that thing where profits go up.” So the CEO, in a cartoon strip,
Now that you have been promoted from being ‘one of the boys’ to being in charge of the ‘boys’, what to do? Many sales leaders struggle with this transition. And understandably so. Suddenly you are pitted against yourself.You probably were the most vocal in your team, influencing the team to, say, leave work early when