Why are some managers more effective than others? In the last few decades there has been a substantial amount of research that has verified the specific behaviors that can increase management effectiveness. One of the most surprising research findings was that great managers are liked by those they manage.
There is no doubt that integrity matters in business and sales. To become a successful sales person, you must be trustworthy, honest and dependable. In today’s transparent marketplace, salespeople who will do or say anything to earn a sale are a liability that is simply bad for business. Read More How To Sell With Integrity
If you are a sales or business leader how can you create a sales compensation plan that will improve sales results? Here are four rules that will help guide you in devising highly effective pay plans. Read More How To Create A Sales Compensation Plan
Greg was a sales person that I will never forget. He would often barrage prospects with a seemingly endless supply of sarcastic remarks. Though his first quip would usually inspire a grin, as the attempts at humor continued, prospects would become annoyed and then attempt to disengage from the sale. In the end, Greg’s ineffective use of humor cost him sales.
Unfortunately, Greg is not alone. Many sales people struggle to use humor in ways that enhance their ability to sell. There is no doubt that when used effectively, humor is a valuable sales tool. However, there is also compelling evidence that when clumsily deployed, humor will hinder the sale from occurring. Read More Laugh Your Way to More Sales
One way that you can boost your sales is by upselling. Yet, what is the most effective way to create these opportunities? Here are four strategies that will increase the likelihood that prospects will respond favorably to your upselling attempts. Read More How to Upsell