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about Sales productivity

Managing sales. All-important but often overlooked. Yet today, a truly worrying number of sales managers are so used to managing their business on their own that they neglect to put into a place a sales funnel or pipeline.

You must have a sales funnel right? If you are a funnel person, your game is the numbers game. Hitting the phones, making 100 calls to book 10 meetings to close 1 sale. So your funnel would go from 100 to 10 to 1. The law of averages would tell us that the more calls you make, the more sales you close. Sales funnels are often heavily based on activity rates

Sales negotiation

Many salespeople approach negotiations as battles to be won rather than challenges to be solved. The challenge is for both sides to consider what they would achieve if they determined the direction the discussions should take to enable both of them to see a win/win scenario developing.

How this position can be resolved often comes down to the attitude and mindset of the two parties. Here are some examples of how these problem-solving discussions can bear fruitful results

New to sales

For a while I always thought you had to be made for sales and you either knew how to sell or you didn’t. However since escaping the warm, comforting environment of education into the ‘real world’ I’ve noticed that good sales techniques can be learned and even a non-sales person can in time become a selling superhero.

So if you’re new to sales you’re probably thinking where to start and how to approach your first prospect. With the following three tips you can be on your way to sales stardom