http://www.sales-growth.net/rssfeed.xml Sales Growth.net: The site to grow your sales. The sales process, sales automation, sales training, sales job process, and more. en Tue, 28 Nov 2006 10:28:50 GMT Tue, 28 Nov 2006 10:28:50 GMT http://www.sales-growth.net/Sales_Force_Automation.html Tue, 28 Nov 2006 10:28:50 GMT You can access all data from the comfort of your phone and get up to the minute news on all updates and information. This gives you scalability to support a growing sales team which will make your sales force even stronger. Smart phones are designed and equipped with lots of sales force automation tools that are easily and accessible on a secure wireless network. info@sales-growth.net http://www.sales-growth.net/Customer_Results_Selling_4.html Tue, 28 Nov 2006 10:28:50 GMT Summary Businesses buy products and services to produce better business (operating and purchasing) results. For operating budgets an Investor is usually a manager of Producers so they tend to focus on operating results. This is why Customer Results Selling is so focused on the specific numbers associated with the Producer’s current and desired operating results. info@sales-growth.net http://www.sales-growth.net/The_Sales_Process.html Tue, 28 Nov 2006 10:28:50 GMT Making sales calls is a cause but we need a better measure in order to manage sales activity. Evaluate crucial features 5. Measuring sales activity Sales activity is normally measured by the number of calls or the number of proposals. info@sales-growth.net http://www.sales-growth.net/Customer_Results_Selling_2.html Tue, 28 Nov 2006 10:28:50 GMT Operating results make the business money, purchasing results cost the business money. A person who moves from Purchasing to Sales will immediately have different needs because they have different measures of business performance. Evaluators These are the people who spend the business’ money. info@sales-growth.net http://www.sales-growth.net/How_Can_Sales_Training_Seminars_Help.html Tue, 28 Nov 2006 10:28:50 GMT In learning and developing new techniques and habits from sales training seminars, you can not only develop yourself into a better worker, but it can also help you in your personal life outside of work. Not only will this build better employees and help them achieve higher results, but it will also contribute to workers confidence a swell as value to where they work. The variety of different types of sales training seminars only makes it more appealing to get involved in them, as they are not focused on just random issues, but on things that you can actually use in your workplace. info@sales-growth.net http://www.sales-growth.net/Managing_The_Sales_Process_3.html Tue, 28 Nov 2006 10:28:50 GMT Project management people define a milestone as the “achievement of a major deliverable”. Since an excellent sales person is effective at many skills, how is a business to know what to measure. Once again, the formula for the necessary size of the Sales Process Funnel is: (Desired Monthly Sales/Win Ratio) x Average Cycle Time To Win (in months) Measuring Sales Skill Business Results Premise Businesses buy products and services for one primary reason – to produce better business results. info@sales-growth.net http://www.sales-growth.net/Alphabetical_Site_Map.html Tue, 28 Nov 2006 10:28:50 GMT Sales training in Colorado is not only very popular but has brought about some great results. Sales Force Automation What Does Sales Force Automation Mean And How Does It Work. This can be called the “Business Results” Premise. info@sales-growth.net http://www.sales-growth.net/Managing_The_Sales_Process_2.html Tue, 28 Nov 2006 10:28:50 GMT 6 Next >> Sales Process Funnel This paper proposes a simple tool that can be used to measure and manage both causes of sales productivity. For this example we will assume a Win Ratio of 33% or 1/3. Measuring Sales Activity Sales Activity is normally measured by the number of calls or the number of proposals. info@sales-growth.net http://www.sales-growth.net/Building_the_Sales_Process_3.html Tue, 28 Nov 2006 10:28:50 GMT However the marketing community’s pseudo-scientific treatment of this concept renders it all but useless. This phenomenon is dependent upon: A base of relationships that is large enough to be representative of the marketplace Some kind of periodic and relevant communication with these relationships Of course, this observation supports marketers’ concept of brand equity. Accordingly, if relationships under management are a scalable source of sales opportunities, it makes sense to: Build a database that is as representative as possible of the wider marketplace. info@sales-growth.net http://www.sales-growth.net/Building_the_Sales_Process_2.html Tue, 28 Nov 2006 10:28:50 GMT Home > Building the Sales Process > Social activities 4 NA Prospecting 5 2 Business-development appointments 6 1 Where the contribution to Throughput is concerned, project management, customer service and social activities are marketed as not applicable. info@sales-growth.net http://www.sales-growth.net/A_Rise_In_Pharmaceutical_Sales_Representatives.html Tue, 28 Nov 2006 10:28:50 GMT Drug companies depend on pharmaceutical sales representatives to keep the pharmaceutical sales market growing. With pharmaceutical representatives, drug companies would see slash in the pharmaceutical sales of their product. Becoming a pharmaceutical sales representative has been proving to be a prosperous career for those who really want it. info@sales-growth.net http://www.sales-growth.net/Customer_Results_Selling.html Tue, 28 Nov 2006 10:28:50 GMT Businesses buy products and services to produce their own products and services. Customer Results Selling focuses on how to learn the correct answers to all three questions: What business results does the account expect to produce by purchasing from your company. –¡ Contact Us â–¡ Site Map Home Contact Us Privacy Statement Partners Site Map RSS Feed. info@sales-growth.net http://www.sales-growth.net/Contact_Us.html Tue, 28 Nov 2006 10:28:50 GMT –¡ Contact Us â–¡ Site Map Home Contact Us Privacy Statement Partners Site Map RSS Feed. 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Home > Contact Us Contact Us Please contant us with your question and comments at info@sales-growth. info@sales-growth.net http://www.sales-growth.net/The_Sales_Process_2.html Tue, 28 Nov 2006 10:28:50 GMT 2) Learn the current operating results. They give guidance to the manager of a sales skill problem in time to do something about it before sales results are hurt. While pursuing a sale, the salesperson is expected to achieve a few key milestones. info@sales-growth.net http://www.sales-growth.net/The_Sales_Process_3.html Tue, 28 Nov 2006 10:28:50 GMT This is how you earn the No. 2 involves learning the result being produced today that the customer wants to improve. You will have the best opportunity to win future purchases by focusing time after the sale making sure the customer produces their desired business results fast. info@sales-growth.net http://www.sales-growth.net/Where_To_Find_Sales_Training_Workshops_In_Colorado.html Tue, 28 Nov 2006 10:28:50 GMT Of course you will come up with many results for sales training workshops in Colorado and some may find it difficult to sort through all of the results. Not every business trying to attend sales training workshops in Colorado will be located in or near large cities within the state. In that case, to find a sales training workshop in Colorado, you can view a workshop directory such as findaseminar. info@sales-growth.net http://www.sales-growth.net/How_Does_Telephone_Sales_Training_Help.html Tue, 28 Nov 2006 10:28:50 GMT When dealing with customer service issues, telephone sales training can help you make your customers aware of other products you have to offer as well as upgrading their current products. Telephone sales training helps you quickly establish you message as well as qualifying the prospect for your product. –¡ Home The Sales Process â–¡ The Sales Process â–¡ Building the Sales Process â–¡ Managing The Sales Process â–¡ Customer Results Selling Sales Automation â–¡ Sales Force Automation Software â–¡ Sales Force Automation â–¡ Software Automation Tool Sales Training â–¡ The Benefits Of Retail Sales Training â–¡ How Can Sales Training Seminars Help â–¡ How Does Telephone Sales Training Help â–¡ Where To Find Sales Training Workshops In Colorado â–¡ How To Find Sales Training Seminars â–¡ How Does Training Improve Sales Sales Jobs â–¡ How To Find The Best Sales And Marketing Jobs â–¡ Sales Jobs In The Dot Com Industry â–¡ How To Write The Best Sales Job Description â–¡ A Few Great Medical Sales Jobs â–¡ A Rise In Pharmaceutical Sales Representatives About Us. info@sales-growth.net http://www.sales-growth.net/Managing_The_Sales_Process_5.html Tue, 28 Nov 2006 10:28:50 GMT You win the #1 installed base position by helping the customer produce their desired business results fast. Which means the sales person must learn when the customer expects to be consistently producing their desired operating results. For example, sales people should not be preparing to deliver a proposal if they have not yet learned the customer’s desired operating results. info@sales-growth.net http://www.sales-growth.net/Building_the_Sales_Process_5.html Tue, 28 Nov 2006 10:28:50 GMT ) The result must be a whole number*. ) Best-practice briefing pending (first appointment) 3 28 Executive briefing pending 2 42 Proposal pending 1 56 Proposal customisation meeting pending 1 70 Instruction to proceed pending 1 84 We estimate the relative value of each opportunity using the following formula: Overdue days is calculated by subtracting the max days value that is associated with the current stage from actual days (the number of days the opportunity has been open thus far. We can do this by: Estimating the contribution that each sales opportunity will make if it is allocated to an appointment slot. info@sales-growth.net http://www.sales-growth.net/How_To_Write_The_Best_Sales_Job_Description.html Tue, 28 Nov 2006 10:28:50 GMT This is very important because you cannot read a sales job description that you cannot find. So how do you write the best sales job Description. Adding some type of highlights to your sales job description can help it get noticed quickly and easier then a sales job description that is just plain. info@sales-growth.net http://www.sales-growth.net/Managing_The_Sales_Process_4.html Tue, 28 Nov 2006 10:28:50 GMT For this milestone, only numbers count. They give guidance to the manager of a Sales Skill problem in time to do something about it before sales results are hurt. One class would be Purchasing, IT, and engineering results such as a low price, quick delivery, and a smooth start-up. info@sales-growth.net http://www.sales-growth.net/Customer_Results_Selling_3.html Tue, 28 Nov 2006 10:28:50 GMT Businesses do not make buying decisions to produce improved Evaluator results. Businesses make buying decisions based on improved Producer results. > â–¡ Home The Sales Process â–¡ The Sales Process â–¡ Building the Sales Process â–¡ Managing The Sales Process â–¡ Customer Results Selling Sales Automation â–¡ Sales Force Automation Software â–¡ Sales Force Automation â–¡ Software Automation Tool Sales Training â–¡ The Benefits Of Retail Sales Training â–¡ How Can Sales Training Seminars Help â–¡ How Does Telephone Sales Training Help â–¡ Where To Find Sales Training Workshops In Colorado â–¡ How To Find Sales Training Seminars â–¡ How Does Training Improve Sales Sales Jobs â–¡ How To Find The Best Sales And Marketing Jobs â–¡ Sales Jobs In The Dot Com Industry â–¡ How To Write The Best Sales Job Description â–¡ A Few Great Medical Sales Jobs â–¡ A Rise In Pharmaceutical Sales Representatives About Us. info@sales-growth.net http://www.sales-growth.net/ Tue, 28 Nov 2006 10:28:50 GMT –¡ Contact Us â–¡ Site Map Home Contact Us Privacy Statement Partners Site Map RSS Feed. You can even look up the seminars by date and location and do relevant searches to find out about the seminars speakers before you attend. Sales training seminars are very easy to find within your local area. info@sales-growth.net http://www.sales-growth.net/How_To_Find_The_Best_Sales_And_Marketing_Jobs.html Tue, 28 Nov 2006 10:28:50 GMT For this reason you should never resort to having to pay to find these sales and marketing jobs. Usually companies that are in multiple areas or that are chains usually have more growth opportunities and room for advancement. You do not to apply for sales and marketing jobs that you feel the company will not be existing later on down the line. info@sales-growth.net http://www.sales-growth.net/Software_Automation_Tool.html Tue, 28 Nov 2006 10:28:50 GMT Many sales force automation stools even has improved reporting capabilities. Sales force automation stools can not only prevent loss, but can help you maintain a more dedicated sales staff with ensuring your prospect security. So if any of your sales staff decide to leave your organization, that you will still have all of that employees information on that prospect as well as maintaining control of the information of that employees leads. info@sales-growth.net http://www.sales-growth.net/1.html Tue, 28 Nov 2006 10:28:50 GMT –¡ Contact Us â–¡ Site Map Home Contact Us Privacy Statement Partners Site Map RSS Feed. Home > 1 â–¡ Home The Sales Process â–¡ The Sales Process â–¡ Building the Sales Process â–¡ Managing The Sales Process â–¡ Customer Results Selling Sales Automation â–¡ Sales Force Automation Software â–¡ Sales Force Automation â–¡ Software Automation Tool Sales Training â–¡ The Benefits Of Retail Sales Training â–¡ How Can Sales Training Seminars Help â–¡ How Does Telephone Sales Training Help â–¡ Where To Find Sales Training Workshops In Colorado â–¡ How To Find Sales Training Seminars â–¡ How Does Training Improve Sales Sales Jobs â–¡ How To Find The Best Sales And Marketing Jobs â–¡ Sales Jobs In The Dot Com Industry â–¡ How To Write The Best Sales Job Description â–¡ A Few Great Medical Sales Jobs â–¡ A Rise In Pharmaceutical Sales Representatives About Us. info@sales-growth.net http://www.sales-growth.net/Site_Map.html Tue, 28 Nov 2006 10:28:50 GMT It is based on one simple premise – that businesses buy products and services to produce better business results. Sales Force Automation What Does Sales Force Automation Mean And How Does It Work. About Us 1 Privacy Statement Contact Us Partners. info@sales-growth.net http://www.sales-growth.net/Links.html Tue, 28 Nov 2006 10:28:50 GMT Home > Links Links â–¡ Home The Sales Process â–¡ The Sales Process â–¡ Building the Sales Process â–¡ Managing The Sales Process â–¡ Customer Results Selling Sales Automation â–¡ Sales Force Automation Software â–¡ Sales Force Automation â–¡ Software Automation Tool Sales Training â–¡ The Benefits Of Retail Sales Training â–¡ How Can Sales Training Seminars Help â–¡ How Does Telephone Sales Training Help â–¡ Where To Find Sales Training Workshops In Colorado â–¡ How To Find Sales Training Seminars â–¡ How Does Training Improve Sales Sales Jobs â–¡ How To Find The Best Sales And Marketing Jobs â–¡ Sales Jobs In The Dot Com Industry â–¡ How To Write The Best Sales Job Description â–¡ A Few Great Medical Sales Jobs â–¡ A Rise In Pharmaceutical Sales Representatives About Us. –¡ Contact Us â–¡ Site Map Home Contact Us Privacy Statement Partners Site Map RSS Feed. info@sales-growth.net http://www.sales-growth.net/The_Benefits_Of_Retail_Sales_Training.html Tue, 28 Nov 2006 10:28:50 GMT Retail sales training can also assist in better plans of action and in creating model stores. Having product knowledge is very crucial as it will help you assist the customer in finding solution for their need in a quick and professional manner. Retail sales training can assist with you running each of these divisions at peak performance, thus creating a immaculate retail center. info@sales-growth.net http://www.sales-growth.net/How_To_Find_Sales_Training_Seminars.html Tue, 28 Nov 2006 10:28:50 GMT Going through a search engine is another great way to find sales training seminars. The only downside to these directories is that they only list registered groups and may not give every result of every possible seminars out there. Groups that offer sales training seminars most likely will know other groups that can be of assistance to you if they cannot. info@sales-growth.net http://www.sales-growth.net/How_Does_Training_Improve_Sales.html Tue, 28 Nov 2006 10:28:50 GMT Every company wants to generate more revenue in order to grow. Training courses to improve sales are also available. Having confidence when speaking to your customer builds trust between you and the customer. info@sales-growth.net http://www.sales-growth.net/Sales_Force_Automation_Software.html Tue, 28 Nov 2006 10:28:50 GMT Another great option in choosing your sales force automation software is what type of software do you prefer. Another consideration in choosing sales force automation software, is which manufacturer do you prefer. Depending on where you purchase your sales force automation software, depends on what form you will receive it in. info@sales-growth.net http://www.sales-growth.net/Managing_The_Sales_Process_6.html Tue, 28 Nov 2006 10:28:50 GMT A mediocre sales person may or may not have a large enough funnel, but their achievement of the milestones and progress towards a win is inconsistent at best. Thus, a skilled sales person can carry a smaller funnel size (the measure of Sales Activity) to produce the desired level of monthly sales or conversely, can keep the same funnel size and produce more sales. § Productivity can be increased by first measuring and then managing the causes. info@sales-growth.net http://www.sales-growth.net/Privacy_Statement.html Tue, 28 Nov 2006 10:28:50 GMT To prevent unauthorized access, maintain data accuracy, and ensure the correct use of information, we have put in place appropriate physical, electronic, and managerial procedures to safeguard and secure the information we collect online. Web Site Use Information Similar to other commercial Web sites, our Web site utilizes a standard technology called "cookies" (see explanation below, "What Are Cookies. We reserve the right to amend this privacy policy at any time with or without notice. info@sales-growth.net http://www.sales-growth.net/Building_the_Sales_Process_6.html Tue, 28 Nov 2006 10:28:50 GMT The sales process is now easy to manage and, consequently, easy to scale. Commissions and bonuses cease to be necessary and the staffing mix shifts in favour of (lower-paid) sales support staff. Significant increases in Throughput can be expected for similar Operating Expenses and Investment. info@sales-growth.net http://www.sales-growth.net/A_Few_Great_Medical_Sales_Jobs.html Tue, 28 Nov 2006 10:28:50 GMT Medical sales jobs that provide medical equipment to hospitals have some very high commission payouts for its representatives. Many people have found great success in medical sales jobs with pharmaceutical sales. Medical insurance can generate high payouts as well, especially if you land medical insurance plans with employment companies. info@sales-growth.net http://www.sales-growth.net/Building_the_Sales_Process.html Tue, 28 Nov 2006 10:28:50 GMT The problem with the sales process Most sales processes are not processes in any useful sense of the word. There is enormous variation in output. Home > Building the Sales Process << Previous [1] 2 3 4 5. info@sales-growth.net http://www.sales-growth.net/Sales_Jobs_In_The_Dot_Com_Industry.html Tue, 28 Nov 2006 10:28:50 GMT When coming across a sales job in the dot com industry that is asking for payment to register with their company or to receive materials from them, it is best to review the company and really find out if that company is even worth registering with. –¡ Contact Us â–¡ Site Map Home Contact Us Privacy Statement Partners Site Map RSS Feed. Many sales jobs in the dot com industry are offered on a commission or paid per sign up basis. info@sales-growth.net http://www.sales-growth.net/Building_the_Sales_Process_4.html Tue, 28 Nov 2006 10:28:50 GMT What differences there are, stem from the uncertainty associated with Throughput and intangible nature of both relationships and opportunities. Probability Traditionally, probability is estimated (subjectively) by salespeople. * Promotional dollars are invested in the acquisition of relationships — rather than in the direct acquisition of sales opportunities. info@sales-growth.net http://www.sales-growth.net/Managing_The_Sales_Process.html Tue, 28 Nov 2006 10:28:50 GMT If no decision needs to be made, then no management is required. 6 Next >> Written by Bill Hodgdon Hodgdon Consulting Services 724-935-0409; Fax: 724-935-3180 836 Arbordale Lane E-Mail: billcrs@aol. Sales productivity can be measured by revenue or profit produced, but it cannot be managed. info@sales-growth.net