Eight Sources of Power in Buy-Sell Negotiations
Technorati Profile Negotiating power plays a major role in every type of negotiation, whether it’s a labor negotiation, political negotiation, or a buy-sell negotiation. Both the buyer and the seller have power in a negotiation. Power is each side’s perception of its strength or weakness in comparison to the other…. Read More
Personal Accountability in Sales Management Training
For over 200 years the US Constitution has served as the system of fundamental laws and principles of our society. This amazing document has served as the cornerstone of our democracy. A reflection of our Founding Fathers’ core values, the Constitution has kept our society on track since 1787, and… Read More
Sales Management Training: Ideas to Motivate Your Team, Part V
Technorati Profile Make every single person an expert at something. Arrange for training, coaching, and perhaps “certification” on equipment, software, processes, etc. Then make up a list of people and their special skills. Start meetings and training sessions on time. People who are prompt should not have to waste their… Read More
Sales Management Training: Ideas to Motivate Your Team, Part IV
Hold a contest, for example an afternoon off of work to go golfing as a team. Set a team goal that must be met for anyone to qualify, then set individual goals Create an individual development plan for each employee. Work with team members to create development plans that are… Read More
Sales Management Training: Ideas to Motivate Your Team, Part III
Have an important decision to make? Let the team decide! Or at least invite them to consult with you. They are, after all, the ones who will feel the impact the most. Besides, you’ll probably end up with a better decision – one that team members will support because they… Read More
Sales Management Training: Ideas to Motivate Your Team, Part II
Keep a written list of your teammembers’ “bad boss” behaviors. Refer to it often and consider things you may be doing that are similar. Do whatever you can to minimize or eliminate those demotivating behaviors in the future. As Ken Blanchard, author of “The One Minute Manager says, “Catch people… Read More
Sales Management Training: Ideas to Motivate Your Team, Part I
Listen to others. Listening shows respect… that people and their ideas are important to you. When people know you’re willing to listen, they will share their ideas as well as their frustrations. Listening enables you to build trust, which is essential for creating an elite, high-performance team. Clarify your expectations…. Read More
Sales Management Training: How to re-energize senior salespeople who have become “stuck in a rut”
Step 1: Is your “Stuck-in-rut” rep also one of your “Bell Cows”? A sales team typically consists of a few leaders and lots of followers. So does a ranch, where the herd follows along behind the one cow with a bell around its neck. Many salespeople, especially those with less… Read More
