Sales Management

How to Find Sales Talent in a “Talentless” World

by Alice Heiman on August 16, 2011

Why is it so hard to find top sales talent in today’s marketplace ? 

Top salespeople are usually employed, so in today’s marketplace it may be difficult to get people to switch companies.  You want to have a good pool of candidates so you don’t have to settle for hiring the ‘best of the worst’.

I think working with a recruiter is worth it’s weight in gold, but realizing some companies aren’t going to do that, then you need to get the word out by writing a great job ad and posting it in the right places. A book I always recommend is You’re Not the Person I Hired, by Janet Boydell, Barry Deutsch, & Brad Remillard. It’s a must read if you’re doing any hiring.

Listen to my recent interview with Erik Luhrs from the Guru Selling System to learn more tips on how to hire a great salesperson!

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Sales Strategy & How it Fits Into your Strategic Plan

by Alice Heiman on June 24, 2011

Discover why some companies continue to increase sales & profitablity even in a down economy.

This is the recording of my 60 minute Strategy Huddle with Erica Olsen of M3Planning.

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It’s Not What or How, It’s Why

May 7, 2011

It’s not what we do or how we do it but why that differentiates us. Today I was on the radio show Bosma on Business. Mike asked us what’s the number one thing that will increase sales? I agreed with all the answers they gave as things that will help you increase sales but in [...]

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Is Your Sales Person Onboarding Program Causing Underperformance?

April 25, 2011

I was listening to this Sales Management Minute from my colleague,  Lee Salz and it will really hit home with small business owners and managers. I posted this response to him on LinkedIn and thought I would share it with you because so many companies have struggled with hiring and onboarding salespeople.   Onboarding salespeople [...]

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8 Questions You Need the Answer to Before you Can Close the Deal

September 18, 2010

Closing the deal doesn’t have to be hard.  It starts with building a solid relationship with the people who will make the decision, clearly understanding their needs, matching your offering to their needs to show them the fit, providing your offering for a fair price and asking for the business. (Not to over simplify, I know there [...]

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Make the Sale: Powerful Selling Strategies for Business Owners

January 5, 2010

I am looking for business owners who do most of the selling for their company and want to increase sales now. We are offering a special course on selling specific to the needs of business owners. For more information, click the link www.powerfulsalesstrategies.com or call 852-5020.

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SellingPower Blog

December 28, 2009

I always enjoy reading Gerhard’s blog.  This link is to The 10 Best Books to Read in 2010. http://sellingpower.typepad.com/gg/2009/12/the-10-best-books-to-read-in-2010-part-i-.html

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Executive Team Building

October 12, 2009

In today’s challenging economy, employee morale can easily be slipping to a very low point. Maybe it’s time to recharge your team! Team building is more critical than ever. Your team may need some recharging and to start approaching business with new energy and enthusiasm.  A positive and enthusiastic team can make the difference between your [...]

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Five Sales Management Strategies That Worked in Past Recessions

September 17, 2009

Great ideas from Selling Power.

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Business Survival Tactics for this Economy

May 26, 2009

I highly recommend this the Effective Personal Productivity program.  I have taken it and so has my staff.  I recommend it to all of my clients and they appreciate it. Effective Personal Productivity Tuesdays June 16 thru July 28,  4:00 – 6:00 p.m. This program is a custom blend of personal coaching with a series [...]

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