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Informative Articles

Alarming Marketing Trend
One key discipline of successful direct marketing has been to test marketing communications tactics to continually improve results. There is now an alarming trend according to a recent survey that we conducted among business-to-business marketers...
How to Get Money Back for Your Process and Procedures Investments
Wouldn’t it be nice to get some of your money back that you have invested in developing policies, procedures and processes for your organization? Well, you can with the recently restored tax credit. $7.6 Billion in Tax Credits are Available ...
Menu Driven Business Planning
So you want to open a restaurant? Many people come to me with their plans, and ideas after they have decided to build or open a restaurant. It is my responsibility to assist them in their planning process and determine how clearly they have...
Sales Process – What Can You Automate
In the current complex and competitive market, managing the sales process is an important factor for most businesses. By automating a company’s sales process and efforts, one can increase its productivity. Sales Force Automation, or SFA, is a...
What is an Investor Ready Business Plan
What is an Investor Ready Business Plan A Business Plan, as all good entrepreneurs starting out in life should know is the foundation, or rather a springboard, towards the establishment and growth of a new business. A business plan is an...
 
The Traits Of Great Sales Leaders

The key to sales performance is the quality of an organization’s salespeople. That includes, and starts with, having a great sales leader. But, what makes a great sales leader? There isn’t a single extraordinary defining characteristic. But, there are common traits and practices.

A profitable growth focus is the foundation of the great sales leader’s operating approach. Sales strategies are built around acquiring and retaining business. The strategies are particularly defined, disciplined and resolute. Losing revenue (and therefore growth) that was hard fought for is unacceptable.

An ability to energize and inspire sales resources to achieve high performance standards distinguishes the great sales leaders from the ordinary. They use every opportunity to unify subordinate managers and energize sales resources – creating a singularity of belief, purpose and esprit de corps.

Great sales leaders regularly communicate their high performance standards, encouraging and pushing to make profitable growth happen. There is little tolerance for the uncommitted. Low performers are swiftly removed. No one who works for a great leader has to wonder what the leader expects or wait for an annual review to find out whether his or her performance is satisfactory.

Disciplined sales processes guide the action plan for field sales resources. Tools facilitate customer management and tally the conversion of leads to


customers. The sales pipeline and customer management system reveal what’s working well, what’s not, when and why. In combination, the processes and tools drive continuous refinement of the customer acquisition approach to ensure accomplishments match expectations.

While they spend considerable amount of time in the field and are involved in the sales effort, great leaders achieve results through the delegated responsibilities and accountabilities of their people. They resist the urge to jump in and save or close the sale, recognizing that sales people will neither rise to higher levels of competence nor assume accountability for results without having had the experience of handling difficult situations themselves.


About the Author: John F. Tallitsch is the founder of TopMark, a consulting boutique specializing in sales effectiveness and sales compensation. TopMark helps companies create finely-tuned, results-oriented sales capabilities through solutions encompassing: customer segmentation and targeting; sales strategies; sales force and territory design; performance-driven sales incentives; and talent strategies. You can contact John at 440-963-1240 or visit http://www.top-mark.com for more information.

Source: www.isnare.com

 

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The 5 Biggest Sales Management Blunders
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Personal Selling and Sales Management: KnowThis.com
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  • creating your internet marketing plan

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  • hiring and retaining good employees

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  • how to beat the 80 20 rule in sales performance part 1

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  • how to build a repeat client base in automobile sales

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  • how to define your companys sales job part 1

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  • iso 9001 compliant program steps to build

  • is it time to hit the reset button on your sales department

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  • part 1 of 5 how pipe dreams can become realities

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