I ran into an old acquaintance at Starbucks a while ago. I had referred him and his wife to a dealer friend a couple of years back, so I casually asked him how the deal had gone for them. He said he’d appreciated how seamless the dealership had made the experience, and how the salesperson had correctly given his wife equal attention. “She loved the guy,” he told me as the … [Read more...] about Turn CRM Into a Moneymaker With Post-Sale Follow-Up
To boost staff morale and maximize profits at the same time, the progressive manager should not rely on external incentives alone in order to motivate his team. He should aim to build a supportive working environment in which staff members are rewarded for their successes and given their own autonomy within a set structure, so that they feel empowered and a valued team player. … [Read more...] about Sales Training: An Investment Not a Cost
On my travels as a sales trainer and recruiter, I've met many amazing sales managers and others who should not be within a country mile of the sales staff. Some of them really have no idea of how to motivate, train, and build a great sales team and salesperson. They have power in title only. The best salespeople use their sales managers all the time. They understand that the … [Read more...] about Is Your Sales Manager any Good?
Remember the Tom Cruise quote from Top Gun. “I have a need for speed”? Well businesses need to embrace that same concept when designing their customer service strategy. We all have seen “Customer Service” as a big buzzword used in marketing strategies by companies. We see claims about their focus of customer service being a priority, or how they treat every customer with … [Read more...] about Customer Service and a “Need For Speed”
We often hear the term leader being thrown around so casually, it's as if anyone can be considered a leader. Many employees assume that those in charge of a project or a department or even the whole company are a leader just because they have authority. It made me think of past managers I worked with or worked on grooming to become managers. Many fell short of attaining true … [Read more...] about Management Skills—Leadership Vs. Authority